What if you could read your consulting clients' minds? Not literally, but you can get remarkably close when you understand what they want, the problems they're already aware of, the language they use to describe them, and what's happening in their world right now. In this episode, Russell Pearson breaks down how consultants can stop guessing and start understanding their market well enough to influence better decisions. You'll learn: • The three stages behind a buying decision: awareness, consideration and decision • Why market statistics only get you so far • How to find the "mayors of the town" who can open up a market • Why consultants should talk about the symptoms clients recognise—not just the deeper cause • How to capture the exact language your prospects use • Why context and timing can completely change a buying decision • When to customise an offer instead of packaging it too early • How consultative conversations help prospects make better decisions If you're building or growing a consulting business, the goal isn't to become better at guessing what the market wants. It's to understand your clients so well that your marketing, offers and sales conversations become far more relevant. Subscribe for more practical ideas on building and growing a successful consulting business. More about Russell, Visit: https://russellpearson.com Free Consulting Resources available at: https://russellpearsonprograms.com Get the Book: https://businessofexpertise.com/book ▶️ Secret Workshop: For those ready for the next step, this is the fastest way, I know, to build a highly profitable consulting business in just 4 days a week. https://youtu.be/4dUzyjkMgrw 0:00 The Art of Client Mind Reading 0:29 A Quick Exercise in Predictive Patterns 3:14 The Ice Cream Shop Lesson on Preferences 5:28 The Three Pillars of Influential Decisions 11:20 Finding the Mayors of Your Market 17:25 Contextual Relevance and the Closing Phase

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“What did the council decide on item 42?” — answered with the speaker and the moment.

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