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Listening Time:

27 min

Episode 198: Embracing Your Buyers—with Deb Zahn

People who hire you as a consultant are your BUYERS. Did you feel icky when you read the word "buyer?" Did it feel crassly commercial? Uncomfortably transactional? And not about why you wanted to be a consultant?

If you wanted to be a consultant because you like helping people and want to make your slice of the world a better place, using transactional language like that can feel awkward and off putting.

In this Craft of Consulting Podcast episode, I talk about embracing that you, like other businesses, have buyers. I share why it's important to get comfortable with that reality and take action based on it—all so you can enjoy doing work you were meant to do.


Deb Zahn

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Episode Details

I encourage all consultants to name and claim that you sell your consulting to buyers, so you can make better decisions, take better action, and get hired more. In this episode, I talk about:

  • Embracing that your consulting business is a business

  • Avoiding euphemisms that obscure the realities of what you must do to get business

  • Identifying your buyer and what they care enough about to buy

  • Offering what clients will buy

  • Knowing what buying questions to ask

  • Giving yourself the gift of clarity

For more information on the Craft of Consulting Membership:

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