Thought Leadership Resources

#14 The Goldilocks test for content – “Not too complicated, not to basic, but just right.”

• “This article isn’t technical enough.”
• “Doesn’t everyone know the information in this white paper?”
• “This blog post is just beginner level. How about something more advanced?”

Those are questions I frequently get from business professional clients when we’re discussing topics for blogs, articles and other forms of thought-leadership content they can produce. And they’re valid concerns.

#13 Answering your prospect’s biggest concern: “Have you done this before?”

What factors would cause a prospective client to hire you, over another business professional? Over the past few weeks I’ve been doing some research, digging into exactly that question. I’ve been talking with people who are in position to hire external advisors, asking them what tends to sway their decision.

Their most common answer? “I want to be sure you’ve done this kind of work before.” They want experience, and they want to be sure it’s experience for their kind of situation.
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