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Ep. 59 - The ultimate test to see if your B2B Consulting Offer will scale (Critical Density Test)
Not all B2B Consulting Value Propositions are Scalable. Some of them are so unique to their target audience that the density of prospective clients in the market is too low to run any meaningful outbound client acquisition.
But it's not only about density. Based on my work with consultants, I have identified 7 factors that are part of what I call the Critical Density Test.
If your score is below 100,000, you may be at risk that your offer is not scalable.
And if that is the case, I have a recommendation for you how to pivot.
In the video, I mentioned how you can get someone in your target market on the phone to do customer discovery with them. Here's the video about it
https://www.youtube.com/watch?v=SCDtyU9b1VM
And here's how you can calculate your own CDT. Click on the link below, and then File -- Make a Copy
https://docs.google.com/spreadsheets/d/171VGKpxzh4Y_zvImztUXWQEtWItBBnoupM8LTQBOUx0/edit#gid=0
____
This is the State of Client Acquisition Podcast - where we dissect the art and science of client acquisition for consultants, B2B coaches, and agency owners.
Watch this episode on YouTube for the visuals: https://www.youtube.com/watch?v=g5Uqce4U7Bk
Follow me on
YouTube｜LinkedIn ｜Email (Newsletter)｜Twitter
And if you'd like us to help you win clients for your consulting business, watch this video and book a call.
View all episodes
By Michal Bohanes
2
11 ratings
Not all B2B Consulting Value Propositions are Scalable. Some of them are so unique to their target audience that the density of prospective clients in the market is too low to run any meaningful outbound client acquisition.
But it's not only about density. Based on my work with consultants, I have identified 7 factors that are part of what I call the Critical Density Test.
If your score is below 100,000, you may be at risk that your offer is not scalable.
And if that is the case, I have a recommendation for you how to pivot.
In the video, I mentioned how you can get someone in your target market on the phone to do customer discovery with them. Here's the video about it
https://www.youtube.com/watch?v=SCDtyU9b1VM
And here's how you can calculate your own CDT. Click on the link below, and then File -- Make a Copy
https://docs.google.com/spreadsheets/d/171VGKpxzh4Y_zvImztUXWQEtWItBBnoupM8LTQBOUx0/edit#gid=0
____
This is the State of Client Acquisition Podcast - where we dissect the art and science of client acquisition for consultants, B2B coaches, and agency owners.
Watch this episode on YouTube for the visuals: https://www.youtube.com/watch?v=g5Uqce4U7Bk
Follow me on
YouTube｜LinkedIn ｜Email (Newsletter)｜Twitter
And if you'd like us to help you win clients for your consulting business, watch this video and book a call.