📝Showing Value vs. Selling Services

Quote

“Don’t sell the drill, sell the improvement.” – Unknown

Observation

Early-career consultants often feel pressure to prove their value by listing skills, degrees, or certifications. The irony is that most coaches don’t care about any of that. They care about whether you make their athletes better.

Value isn’t shown in credentials. It’s shown in outcomes. A consultant who can say, “After this process, athletes retain plays faster and make fewer errors on the field,” immediately speaks the coach’s language.

Actionable Idea

Audit your current pitch: Does it highlight your service or their result?

Rewrite one line of your intro to focus on outcomes, rooted in behavior. Remember - you aren't pitching "winning" - but based on the work you like to focus on, what behavioral outcomes could you highlight?

Example: Football

❌ “I provide mental skills coaching.”

✅ “I help athletes cut down on pre-snap mental errors and play with confidence.”

That’s an example of how you can shift from selling skills/services to showing more value.