Clients Remember This

Welcome to the Dojo!

I spoke with a founder in the healthcare space last week who’s reaching out to busy doctors. He was thrilled after a strong discovery call with one lead—then confused when that prospect went quiet for three weeks. I told him that’s part of sales, you now have to nurture this lead.

Some leads close in days. Others take weeks. Or months. That doesn’t mean you did anything wrong.

But I can say the following with 100% certainty:

Without nurturing and consistent follow-up, you won’t close deals.

On the Mat

What feeling do you leave behind?
September Launch Challenge – Week 3
How to Make $10K/Month As a Consultant (Step By Step)

Let's Train

What feeling do you leave behind?

You sit down at a restaurant hungry, and you expect food.

But when the waiter anticipates your needs, brings water without asking, and checks in just enough.

You don’t just eat, you feel taken care of.

That’s excellence. It’s not the dish alone; it’s the feeling you leave with.

I was reminded of this last week.

The vendor we spoke to wasn’t just competent. They were excellent.

On the sales call: They answered questions clearly, without fluff.
Right after the call: Same-day follow-up with every detail we needed.
Next day: Transparent packagesclean forms, and an e-sign contract.
Within 48 hours: Work delivered, not just on time, but above and beyond.

That feeling? Relief. Confidence. Like someone lifted the weight off our shoulders.

And here’s the lesson: Clients don’t remember every detail of what you do.

But they’ll never forget how you made them feel during the process.

If you want more repeat business, referrals, and premium clients, it’s not just about the deliverable. It’s about designing your entire client journey to spark that same sense of relief and confidence.

How you can apply this right now:

Audit your touchpoints. From first email to final handoff, ask: Does this build trust or create friction?
Add one “wow” moment. It could be faster-than-expected delivery, a small bonus resource, or a simple handwritten thank-you.
Follow up like clockwork. Silence kills trust. Proactive updates keep clients relaxed and invested.

Excellence scales. When you deliver and make clients feel secure, you stop chasing new business; your clients bring it to you.

September Launch Challenge – Week 3

How’s it going so far?

Did you nail down your one-sentence offer in Week 1?
Did you validate it with a few real conversations in Week 2?

If you’ve done even one small piece of those challenges, you’re already moving faster than most people who stay stuck in “someday.”

Take pride in that. You’ve started walking the path.

Different Ways to Empower Your Clients

This is where you stop sounding like someone thinking about consulting…

And start looking like someone who actually runs a consulting business.

When you package and price your offer, something shifts.

You go from “I have skills” → to “Here’s the exact way I help people.”
You go from “I hope people pay me” → to “Here’s what it costs to solve this problem.”

Delivery Models Explained

As explained in last week’s newsletter, there are three common ways consultants deliver their services.

Pick the one that fits your style and your clients’ needs:

Done-For-You (DFY): You take ownership and handle the work end-to-end on behalf of your client. Example: running ad campaigns, building a website, designing a sales funnel. Clients pay for speed and expertise. Example: you design and fully implement a new HR system for your client.
Done-With-You (DWY): You guide while you and the client share the implementation. Example: you work with your client to design and implement a new HR system. Both you and your client are hands-on.
Do-It-Yourself (DIY): You provide consulting, frameworks, templates, or training materials but otherwise stay hands-off. Example: you provide strategy and support materials for the HR system, but the client handles the actual implementation. Clients pay for access to your expertise while also maintaining some self-sufficiency.

Each model has trade-offs. DFY often commands higher fees but takes more of your time. DWY gives you leverage while still being hands-on. DIY can scale massively but takes time to build.

Your Challenge (Week 3)

Pick your model.
- Decide if you’re going DFY, DWY, or DIY for your first package.
Define the scope.
- What’s included? Calls, deliverables, timelines. Keep it tight and simple.
Set your price.
- Anchor against what you learned in Week 2 (competitor research).
  Ask yourself: “What’s the outcome worth to the client?”

At your early stages, remember:

Don't be too picky about pricing overall.
Stay flexible on your model choice. If you're imagining a DFY model but are seeing that clients want to be more hands-on, you can shift to a DWY model. Empower clients in the way that makes the most sense for them.

Your Next Step

Reply to this email with your package + price, or post it on LinkedIn with #SeptStartupChallenge.

This is where your consulting business stops being an idea and starts becoming something people can buy.

Sharpen Your Blade

How to Make $10K/Month As a Consultant (Step By Step)

Look, I won’t tell you to wake up at 5am, take ice baths, or sell your grandma’s jewelry.

But I will show you how I went from $0 to $65 million in consulting sales.

I’ve broken the process into a simple playbook so you can go from Zero to $10K in months, even if you’ve never sold a thing before.

You’ll see exactly how to land your first three clients, using rejection-proof scripts that turn “no” into opportunity.

I’ll walk you through the framework I used to scale from $2K → $5K → $10K per month, step by step.

And to make it even easier, I’ve included a free Fluent in Business Cheatsheet with all the terms and tools you’ll need to sound like an insider from day one.

This isn’t guru hype.

It’s real experience from building seven businesses, including one I sold for eight figures.

Click play now and start building the consulting business you’ve been dreaming of.

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