FOR ESTABLISHED CONSULTANTS AND EXPERTS
Ready To Turn
More Opportunities
Into Signed Clients?
Let's position, present and sell your expertise in a way
clients understand and say YES with confidence.
SOUND FAMILIAR?
You do great work.
But selling your expertise is a different story.
You know the difference you make for clients. You've seen the results, the transformation and the impact. The value your bring is real. But somewhere between knowing this and saying it in a sales conversation, it doesn't quite land.
You win some clients easily, while others feel like a struggle. You can't pinpoint the pattern that makes the difference.
You explained your work in a sales conversation, but the prospect goes quiet, asks for time or just disappears.
Your prospects is comparing you on price. Even though you know price isn't really the issue, they just can't see the full picture yet.
You send a proposal you're proud of and get back "we'll think about it" with no clear reason why they're hesitating.
You find yourself over-explaining, going broad, adding more context, hoping they understand and say yes. Not only does this feel like trying to hard, it also does not seem to work.
After getting a 'no', you often know exactly what you could have said, but in the moment it does not come out that clearly.
If any of this is familiar, and you want MORE prospects to turn into clients without over-explaining, endless follow up, selling yourself short or pricing discussions, the problem isn't your expertise, the results you get them or your pricing strategy.
It's the gap between the value you hold and the value they can feel when they're sitting across from you.
THE REAL PROBLEM
Knowing your value is not enough.
You need to be able to articulate it.. clearly.
Most consultants and experts aren't struggling because they lack expertise or knowledge. They bring value and make genuine impact. But in the moment of selling, on a call, in a pitch, in a document, something gets lost in translation.
Your prospect does not automatically understand the value you bring. And when they can't clearly feel the difference you'll make, what it's worth, and why now, this leads to "let me think about it" or they compare you on price. This is not because they doubt YOU, but because they can't yet articulate why you're worth it.
To sign a client without underselling yourself or feeling 'salesy', you need to make this value clear.
- sharpen your positioning
- know how to articulate the value of what you do
- but also understand how to apply this in a live conversation or a document, at the right moment, in the right way. (Knowing what you're worth, and being able to communicate it in a real sales call or proposal, are two very different things.)
That is how you close the gap between the value you see and what your client can feel.
That is exactly what we do with The Value Shift.
LET'S CLOSE THIS GAP
The Value Shift
Diagnose - Decode - Deploy
12 weeks*, 3 phases
The (boutique) consultant's non-salesy way to sign more clients. We work on your positioning, your narrative, and your sales fluency.
We are not going for a theoretical exercise, but for implementation, applying it directly to the
conversations and deals that are in front of you right now.
(My clients landed new clients mid-programme, so the work your do pays for itself before you're done.)
PHASE 1 - WEEK 1-3
Diagnose
Find exactly where value gets lost
Before we build or work on anything, we need to understand what's actually happening.
This phase is about identifying where leaks and gaps are in your sales approach and process.
Most consultants and experts are losing business earlier than they think. This phase makes that visible.
- Sales Enabler Assessment: We assess the four key areas that need to work together to make a sale happen: you, your client, your service offering, your sales approach
- Structured sales process walkthrough: We run a structured walk-through of your sales process from lead to close (including a review of your positioning, calls and proposals) to identify exactly where deals are lost, not where you think they're lost.
You will walk away with
- Clear insight into what the biggest bottlenecks are in your current sales approach and what has the biggest impact on improving your conversion in sales conversations.
- Insights into the mismatch between how you are selling and how your clients decide and what to change
- Quick wins you can apply immediately to boost your sales calls and proposals
- Clear map of key elements to work on in the next two phases.
PHASE 2 - WEEK 4-8
Decode
Build the positioning, offer, and story that actually lands
Your business has probably evolved the way most do: one client at a time, one service at a time. What feels like flexibility often becomes scattered positioning. And the more scattered it is, the harder it is to articulate your value with confidence.
This phase is about bringing back focus and finding who is the best fit for what you do, the unique value you bring, and how to express that so it makes the right clients feel immediately understood, while everyone else self-select out
- Focused positioning sessions: We have focused sessions to work on your ideal client, your unique service offer and sales narrative.
- Application and iteration: For each I will provide your with exercises you complete beforehand. We will work together to refine them.
You will walk away with
- A clearly defined ideal client who gets the most from your work, recognises your value fastest, and is most likely to say yes without needing to be convinced
- Absolute clarity on the value you create for that client in outcomes, relief, or transformation they experience because of your work.
- A focused, deliberate service offer, shaped around what you do best, and build on unique value that makes price comparison impossible.
- A sales narrative that creates recognition, not persuasion
PHASE 3 - WEEK 9-12
Deploy
Apply it live in every conversation and interaction that matters
Positioning and narrative without application is just good homework. In this phase, we take everything built in the first two phases and put it to work: in the actual sales moments such as calls and proposals.
When you know your value and can express it clearly, handling objections and hesitation stops feeling like a sales tactic. It becomes a natural part of the conversation. Instead of 'pushing', you will start guiding them as a trusted advisor.
Also you can bring one or two live deals you're working on right now. We work on them together in real time. This is where knowing your value becomes being able to use it, fluently, under pressure.
- High impact calls: We will work on improving your sales and discovery calls.
- Compelling proposals: We will work on your proposal structure and sequence and turn it into a compelling story that your prospects will say yes to
- Handling hesitation and objections: Learn ways to handle objections without pushing.
You will walk away with
- A discovery and sales call structure that builds toward a decision with a clear framework for how to open, steer and close, so momentum builds naturally
- A proposal that tells a story, not a list, sequenced in a way that feels inevitable. Your prospects don't just read it, they feel it leading somewhere
- Confident, prepared responses to hesitation and objections, mapped before they happen, so you never freeze, never over-explain, and never drop your price out of discomfort
- Live deal reviews on real opportunities you're working on. Here we apply everything directly to your actual pipeline, so results don't wait until the programme ends
- A sales approach that stops feeling like selling, because when your positioning is right and your story lands. You're not persuading anyone. You're helping them decide
*The program is designed to be completed in 12 weeks. That said, we allow for some flexibility up to 20 weeks to ensure you get the most out of it. Depending on your schedule, and taking into account schoolbreaks and holidays, we may extend the timeline so there’s enough space to properly implement what we cover. The focus is not on rushing through the program, but on making meaningful progress and getting results.
This is what is included
1. Personal guidance & coaching
- Kick-off session to align on your situation, goals, and how we'll work together so we start sharp and focused
- 8 live 1-on-1 sessions structured across the three phases (sessions 1–3 in Diagnose & Decode, sessions 6–8 in Deploy)
- WhatsApp support in between sessions
2. Structure approach and curriculum
- Video trainings on each key topic
- Exercises and to complete before each session
- Ready-to-use ChatGPT prompts to help you gain clarity faster.
3. Live Deal Support
- Annotated feedback on your documents and calls (proposals, emails, call notes) reviewed and marked up with specific, actionable notes
- Video walkthroughs of your proposals so you hear the reasoning behind every suggestion, not just the edits
4. Tools and resources
- Call scripts & outlines for your discovery and sales calls so you always know how to open, steer, and close
- Proposal template with ready-to-use structure built specifically for your business and your offer
- Objection handling guide: your prepared responses to the hesitations and pushbacks you're most likely to face
5. The Value Shift Pack
- A complete pack with everything we built together captured in one presentation for your reference for everything you sell from here on
ZJ helped us win a big contract at a client (Eur 37k)
Before working with ZJ, I pitched my ideas to the wrong stakeholders at the client side. ZJ helped me see where our value truly lies and this has helped us win a big contract at a client (Eur 37k) we are really happy about. What I like the most is that ZJ is an experienced consultant and has heaps of knowledge and feedback. She goes above and beyond to help you and she's only a call away.
Evita Lammes
Founder Studio Samen
Hi, my name is ZJ
Business and Sales Strategist
I spent over a decade working as a strategy consultant for corporate businesses, and as such I was involved in complex sales cycles, high-stakes proposals, and deals ranging from €125K to several million. That experience taught me how agencies and consultancies really sell: through trust, process, and alignment, not one-off sales tactics.
As a strategist, I take a strategic approach to sales that fits how expertise-driven businesses actually sell combining clear positioning, strong conversations, and proposals. I’ve seen too many experts struggle to sell their work in a way that reflects its true value, and that’s a missed opportunity!
Over the past few years I’ve helped my clients land deals ranging from €20K and €40K by making their value unmistakably clear, not by pushing harder.
Having learned to sell my own expertise as an entrepreneur too, I’ve learned firsthand what it takes to sell your own expertise, combining sales skills with strategy.
Today, I help established boutique consultancies and consultants convert more leads into higher ticket and better fit clients in a way that is grounded, professional, and effective.
INVESTMENT
The Value Shift
A 12-week* 1 on 1 engagement with guidance and support. Where everything is built around your business, your clients, and the specific deals you're trying to close.
- Full audit of your sales process, proposals & positioning
- Ideal client, offer design & narrative sessions
- Live deal support: bring real opportunities
- 8 x 1-on-1 calls & review sessions and WhatsApp Support
- 3-phase structured programme over 12 weeks
- Discovery call & proposal redesign
- Objection handling & sales fluency
- Frameworks and tools you keep and use long-term
If this programme helps you close one client you would otherwise have lost, it pays for itself, and every client after that is pure upside.
€ 5.500
(Ex. VAT.)
Available payment options
- 4 x €1.110 ex vat or
- 6 x €930 ex vat
What if you stopped leaving calls wondering what went wrong? What if proposals went out feeling like a formality rather than a gamble? What if you knew, walking into any sales conversation, exactly how to make your value land and exactly what to say when a prospect hesitates?
That's not a different version of your business.
That's the same business, finally being communicated the way it deserves.
FAQs
I have a strong pipeline, is this still useful?
Absolutely. In this program we work on converting more of the leads that are coming in into signed clients. A strong pipeline makes this even more valuable, because the work we do in Deploy goes directly into your live deals.
Clients already see results simply by applying what comes out of Diagnose and Decode to conversations that are already in progress.
How much time does this require from me each week?
Expect to invest a minimum of around 3 hours per week, a mix of our sessions together and the prep work or exercises between them. The programme is designed to fit around an active client schedule.
I have a boutique consultancy with a team, can we do this together?
Yes, absolutely. In fact, involving your team often leads to better and more sustainable results.
I typically recommend including key team members, especially those involved in sales or client delivery, in dedicated sessions. This ensures that the insights and decisions we make don’t get lost in translation, but are understood and applied consistently across your business.
In previous engagements, I’ve worked closely with founders and their teams in joint sessions, which helped align everyone around the same approach and significantly improved execution. If you are interested in doing this with your team, book a call with with me below (no obligation) so we can discuss the details and make it work for you.
I've worked on my positioning before, will this still be useful?
Most clients have. The issue is rarely that positioning work hasn't been done. It's that it hasn't been connected to actual sales conversations and activities. We start from what you already have and sharpen it, rather than starting from scratch. Often the gap is smaller than expected, but the application is where it breaks down.
How is this different from a sales coach/ sales training or a copywriter?
A sales coach typically works on technique and mindset. A copywriter works on words.
This programme works on the strategic framing of your value, and how that framing gets applied in every sales moment. It's your positioning, narrative, and sales flow, all connected.
NEXT STEPS
Book a 30-min call with me
Curious if this is for you? Then book a call with me using the scheduler below.
1. Pick a day and time
2. Answer a few questions that help me be prepared
3. Let's have a conversation!
Don't worry, it is not a high pressure sale call (not what I stand for). But since working 1 on 1 means we will be spending some time together, I only accept clients when there is a strong fit between both sides.
