Creating Value Propositions for Clients

The Secret of Luxury Hospitality Positioning 1/ Most hospitality brands think they're selling rooms. Hermès thinks they're selling dreams. Aman thinks they're selling transformation. The Ritz thinks they're selling legacy. Here's why 99% of hospitality brands will never understand true luxury positioning: 2/ The $600B hospitality industry has it backwards. They obsess over thread counts and marble bathrooms. But when a billionaire pays $2,000/night at Aman Tokyo, they're not buying a bed. They're buying 3 hours where the world can't find them. They're purchasing RELIEF. 3/ Hermès mastered this 187 years ago: Birkin bag cost breakdown: • Leather: $200 • Labor: $800 • The rest: POSITIONING You're not buying a bag. You're buying entry into a club your great-grandmother respected. Generational wealth buys IDENTITY, not amenities. 4/ The brands that "get it" understand 3 pillars: SCARCITY: Aman has 34 properties. They could have 340. They choose not to. LEGACY: Le Bristol Paris sells Hemingway's view, not just suites. IMMUNITY: While others chase trends, Aman perfects timeless sanctuary. 5/ What 90% of hospitality brands do wrong: ❌ Compete on features ❌ Chase Instagram moments ❌ Discount for occupancy ❌ Target "luxury travelers" What top-tier brands do: ✅ Create their own category ✅ Build generational rituals ✅ Never compromise positioning ✅ Target legacy builders 6/ Case study in positioning power: Four Seasons: "Exceptional service" St. Regis: "Bespoke luxury" Aman: "Sanctuary" One commands 3x the rate. Strategy isn't about better amenities. Strategy is about DIFFERENT MEANING. 7/ The psychology is profound: When stress costs $1M deals → peace becomes priceless When reputation spans generations → discretion becomes invaluable When time is finite → transformation becomes essential You're not selling hospitality. You're selling a story they'll tell their grandchildren. 8/ Luxury isn't a price point. Luxury is a CULTURE. The culture of anticipated needs, generational consistency, and effortless perfection. Culture can't be copied. Only cultivated. Ready to transform your hospitality brand from commodity to legacy? I help hotel brands discover their unique positioning and build generational meaning that commands premium rates. DM "POSITIONING" to explore how we can elevate your brand's story. RT if this changed how you think about hospitality positioning.

I warmed up a prospect for 3 months on LinkedIn before our first call. They signed a £75K deal in 3 days. Modern selling demands a new approach: cold outreach fails, warm relationships win. Think about it... That prospect had consumed 47 of my posts. Watched my videos. Read my articles. Engaged with my content. By the time we jumped on that first call? They already trusted me. They already knew my approach. They already understood the value. I didn't have to sell them. They'd already sold themselves. Here's my framework for turning content into closed deals: 👇 1. Build trust at scale BEFORE the pitch Stop spraying and praying with cold messages. Start building relationships through value. Each post builds trust. Your insights mark credibility. Stories create connection. Your content is doing the heavy lifting while you sleep. 2. Let buyers self-educate on THEIR timeline Modern buyers don't want to be sold to. They want to discover solutions themselves. ↳ 70% of the buying journey happens before they talk to sales ↳ They're researching you before you even know they exist ↳ Your content is either attracting or repelling them Give them what they need to make informed decisions. 3. Recognize the REAL buying signals Forget MQLs and SQLs. Think about PQLs (product qualified leads) Here's what actually matters: - Multiple engagements across different posts - Bringing colleagues into the conversation - Asking specific, detailed questions - Moving from public comments to private messages These aren't leads. These are pre-qualified buyers. 4. Keep momentum BETWEEN meetings Here's where most deals die: The 167 hours between your calls. While you're chasing other prospects, your buyer is: ↳ Getting cold feet ↳ Talking to competitors ↳ Forgetting why they were excited Smart sellers stay present even when they're not there. This is where tools like Consensus come in. They let buyers explore demos on their own time. Answer their questions at 10 PM. Share materials with their team. Stay engaged between touchpoints. It's how you keep social selling momentum right through the demo stage. https://lnkd.in/ePVWw-Bi 5. Close with confidence, not pressure When trust is already built? When value is already proven? When buyers are already educated? Closing feels natural, not like a battle. The best deals I've ever closed felt inevitable. Because the relationship started months before the opportunity. Here's what this approach delivers (in my experience): ✓ Significantly faster sales cycles ✓ Much higher close rates ✓ Bigger deal sizes (pre-sold = less negotiation) ✓ Happier customers (they chose you, not the other way around) Stop thinking of social selling as "nice to have." Start treating it as your primary sales strategy. Your next big deal isn't in your CRM. They're scrolling LinkedIn right now. What content are you creating to catch them? #ConsensusPartner

India's Solar Gold Rush Isn't Just About Manufacturing. It's Creating Thousands of Local Businesses. When industries transform, the biggest fortunes aren't always built by manufacturing the product. They're built by solving the last-mile problem. India's rooftop solar revolution is creating a similar opportunity. While large companies invest thousands of crores into manufacturing solar modules, inverters, and batteries, an entirely different business is emerging across cities and towns, the local entrepreneurs who design, install, finance, and maintain rooftop solar systems. And this opportunity is far larger than many realize. ✅ A Market Growing Faster Than Most MSMEs Can Imagine 1. PM Surya Ghar: Muft Bijli Yojana has transformed rooftop solar from an aspirational purchase into a mainstream household investment. The scheme aims to solarize 1 crore homes, backed by a government allocation of over ₹75,000 crore. 2. At the same time, rooftop installations are accelerating at record pace as electricity tariffs continue to rise and homeowners look for long-term savings. For every solar panel manufactured, someone has to: • Survey the rooftop • Design the system • Handle DISCOM approvals • Install equipment • Commission net metering • Maintain the plant for the next 20–25 years ✅ Business Model Is Surprisingly Capital-Light A typical installer primarily invests in: • Technical tools and safety equipment • Electrical licences and certifications • Small working capital • Vendor relationships • Skilled installation teams ✅ Real Competitive Advantage Isn't Technology Most people assume success in solar depends on choosing better panels. In reality, execution is becoming the differentiator. The best installers win because they: • Complete site surveys quickly • Navigate DISCOM approvals efficiently • Handle subsidy documentation correctly • Deliver projects on time • Build trust through reliable after-sales support ✅ Let me share the #Rajspectives 1. Most installers focus only on selling rooftop systems. The smarter businesses focus on what comes after installation. 2. Every solar system requires periodic cleaning, inspections, inverter servicing, monitoring, and maintenance throughout its operating life. That creates a recurring revenue opportunity through AMCs. 3. Instead of earning only once from installation, installers can build predictable annual income while strengthening customer relationships and generating future referrals. Over time, maintenance can become as valuable as installation itself. India's clean-energy transition is creating thousands of local businesses. As solar hardware becomes commoditised, the companies that consistently win won't necessarily manufacture the panels. They'll be the ones that homeowners trust to install, maintain, and support them for decades. Sometimes, the biggest opportunity is becoming the business that makes the technology work. #energy #india #business #technology #solar #power

B2B companies struggle to identify their ideal clients before it's too late - leading to project delays, scope creep, and damaged relationships. After working with 200+ tech companies, I've discovered something crucial: You can't truly know if a client will be profitable or problematic without a robust sales process. Here's why this matters: • wrong clients drain resources • team morale suffers • delivery quality drops • growth stagnates The real problem isn't client selection - it's your qualification process. What I've learned working closely with Mahesh Iyer: High-value clients consistently show these patterns: • they understand their own problems clearly • they have realistic expectations • they value expertise over price • they're ready to implement Low-value clients typically: • rush the sales process • focus solely on cost • have unclear objectives • resist strategic guidance The solution? Build a sales process that naturally filters for the right fit: • detailed discovery sessions • clear success metrics • value-based discussions • mutual commitment checks We've refined this approach over 5 years, helping tech founders build their authority, audience, and sales pipeline. The key is creating a revenue engine that: • attracts the right prospects • educates before selling • qualifies systematically • sets clear expectations This isn't about being exclusive. It's about ensuring every client relationship starts with the right foundation. When you nail this, something magical happens: • delivery becomes smoother • results improve dramatically • referrals increase naturally • team satisfaction soars Want to learn how we build these revenue engines at Roarr Consulting Group (RCG), for B2B Tech Founders aiming to add another $1M, systematically? Because life's too short for bad-fit clients. #SalesStrategy #RevenueEngine #AuthorityBuilding #ThoughtLeadership

𝗦𝗽𝗲𝗻𝘁 𝟲 𝗺𝗼𝗻𝘁𝗵𝘀 𝗳𝗶𝘅𝗶𝗻𝗴 𝗮 𝗰𝗹𝗶𝗲𝗻𝘁'𝘀 𝘀𝘂𝗰𝗰𝗲𝘀𝘀𝗳𝘂𝗹 𝗚𝗧𝗠 𝘀𝘁𝗿𝗮𝘁𝗲𝗴𝘆. 𝗥𝗲𝘃𝗲𝗻𝘂𝗲 𝗷𝘂𝗺𝗽𝗲𝗱 𝟴𝟬%. The manufacturing client came to me celebrating: → 15,000 monthly website visitors → 300 leads per month → "Best year ever" according to their team But revenue was stuck at 35 Cr. annually. 𝗧𝗵𝗲 𝗽𝗿𝗼𝗯𝗹𝗲𝗺? 𝗧𝗵𝗲𝗶𝗿 𝗚𝗧𝗠 𝘄𝗮𝘀 𝗼𝗽𝘁𝗶𝗺𝗶𝘀𝗲𝗱 𝗳𝗼𝗿 𝘃𝗮𝗻𝗶𝘁𝘆 𝗺𝗲𝘁𝗿𝗶𝗰𝘀, 𝗻𝗼𝘁 𝗿𝗲𝘃𝗲𝗻𝘂𝗲. Here's what was actually happening: - Traffic looked great - but 89% was from job seekers, not buyers - Leads were high, but only 3% had buying authority - Sales calls were busy, but the average deal size was declining 12% yearly - Marketing was "working" - but CAC had doubled in 18 months 𝗧𝗵𝗲 𝗵𝗶𝗱𝗱𝗲𝗻 𝗿𝗲𝘃𝗲𝗻𝘂𝗲 𝗸𝗶𝗹𝗹𝗲𝗿: They were targeting procurement managers instead of plant managers. Wrong persona entirely. 𝗧𝗵𝗲 𝗳𝗶𝘅 𝗳𝗿𝗮𝗺𝗲𝘄𝗼𝗿𝗸: 1. Revenue Reality Check Mapped every lead to actual revenue impact Found their "best" channel had 0.8% conversion to revenue Discovered their "worst" channel had 18% conversion rate 2. Persona Audit Interviewed 47 existing customers about their buying process Found 91% of decisions started with plant managers, not procurement Completely shifted targeting and messaging 3. Funnel Surgery Removed 12 lead generation tactics that brought volume but no value Invested heavily in the 3 channels that brought qualified prospects Changed from quantity-focused to quality-focused measurement 𝗥𝗲𝘀𝘂𝗹𝘁𝘀 𝗮𝗳𝘁𝗲𝗿 𝟲 𝗺𝗼𝗻𝘁𝗵𝘀: - Monthly visitors dropped to 8,200 (but the right audience) - Leads dropped to 89 per month (but 67% qualified) - Average deal size increased 190% - Sales cycle shortened from 8 months to 4.5 months - Revenue jumped from 35 Cr to a very good annual amount 𝗬𝗼𝘂𝗿 𝗱𝗶𝗮𝗴𝗻𝗼𝘀𝗶𝘀: Look at your "successful" metrics. Are they driving revenue or just making reports look good? Most GTM strategies optimise for applause, not cash flow. What metric are you tracking that might be misleading your revenue growth? #GTMStrategy #RevenueGrowth #B2BMarketing #SalesAlignment #CustomerTargeting #MarketingROI #GTM_Gyan

When 5-Star Hotels Lose Their Sense of Place, They Lose Their Edge In ultra-luxury hospitality, the real competition is not other hotels but private villas, curated journeys, and entire destinations. To stand out, a five-star property must feel unmistakably rooted in its location. A recent survey by Fauchon L'Hôtel Paris among luxury travel advisors revealed that respondents overwhelmingly agreed that an authentic sense of place is more important to clients than a standardized brand design. Location and service remain the top decision factors, and guests most often recall the warmth of the service when they return home. This confirms what we see across the luxury industry: emotional connection is the true differentiator. The hotels that win are those that embrace their identity. Rosewood Hotels & Resorts has built its philosophy on “A Sense of Place,” making every property a reflection of local history and culture. Aman Kyoto demonstrates how architecture, landscape, and rituals can create a unique serenity. Fogo Island Inn reinvests guest spending into its local community, turning hospitality into cultural stewardship. The ones that lose their way often over-standardize and over-promise. Copy-paste interiors, generic amenities, hidden fees, and vague sustainability claims erode trust. Luxury guests are too well-informed to accept shortcuts. A five-point playbook for exceptional luxury hospitality: 1) Root the design in the destination: work with local artisans and cultural voices so the property could not exist anywhere else. 2) Replace amenities with rituals: create signature experiences tied to the location’s stories, flavors, and traditions. 3) Empower staff as experience makers: hire for cultural awareness and emotional intelligence, then give them freedom to act. 4) Be transparent: show full pricing and deliver measurable sustainability results. 5) Balance brand standards with local expression: keep quality consistent while allowing each property to celebrate its unique identity. Even though I am not a hotel specialist, I have spent my life staying in five-star and palace hotels around the world. This perspective, combined with my work advising luxury brands across categories, allows me to help hospitality leaders elevate their value, sharpen their positioning, and craft experiences that truly resonate with High-Net-Worth clients. If you lead a five-star hotel or resort and want to refine your identity and guest journey, I can help you take the next step. #LuxuryHospitality #5StarHotels #SenseOfPlace #GuestExperience #LuxuryIdentity

Stop presenting insights. Start selling them. Think about real estate. A great agent doesn’t just sell a house. They don’t pitch square footage and floor plans. They sell the feeling of morning coffee on the porch, the sound of kids playing at the park, and the life that buyers could have. User research is no different. If you’re just delivering reports, presenting findings, and expecting action, you’re doing it wrong. Your stakeholders need to see the value, feel the urgency, and believe in the opportunity. Here’s how to stop dumping data and start making your research irresistible: 1. Sell the vision, not the numbers Numbers are forgettable. Impact is not. Instead of: “20% of users struggle with checkout.” Say: “Fixing this will unlock $1.5M in additional revenue next quarter.” Stakeholders care about revenue, retention, and competitive advantage. Make it crystal clear. 2. Paint a before-and-after picture The best real estate agents help buyers visualize the transformation. Do the same with your insights. Instead of: “Users find our mobile experience frustrating.” Say: “Our mobile experience is costing us 40% of potential revenue. A seamless experience means happier users, higher retention, and more referrals.” When you sell the potential future, teams are eager to buy in. 3. Make it a competitive weapon In real estate, location is everything. In business, insights are everything. Instead of: “Users aren’t engaging with our feature.” Say: “Competitors are eating our market share because they’re solving this better. Acting now gives us a chance to lead, not follow.” Tie your research to beating the competition and winning market share. 4. Position yourself as the strategic advisor, not the data provider No one remembers the agent who just opens the door. They remember the one who shows them why it’s the perfect fit. Your stakeholders don’t need more research; they need better decisions. - Turn insights into recommendations that align with business goals. - Stay involved after the report. Track impact and iterate. - Show how research de-risks big bets and drives growth. 5. Make insights impossible to ignore A good real estate agent follows up relentlessly, knowing the right moment to close the deal. Do the same with your research. - Keep sharing insights in meetings, Slack, dashboards—wherever decisions are made. - Tie research back to quarterly goals and KPIs. - Don’t wait to be invited; make insights an everyday conversation. Your insights should feel like an opportunity—not a report. Want to turn your insights into influence? Inside the User Research Membership, we teach you exactly how to: - Sell your research so stakeholders take action—every time - Align insights to business goals and strategy - Position yourself as a strategic leader, not just a researcher Spots are limited, and we’re welcoming new members right now. Join today and start turning your research into results Image via Midjourney

Old school sales tactics are broken. Nobody responds to a hard sell anymore... The best pitches don't feel like sales calls, they feel like a diagnosis. When I first started Lever, I'd get on calls and try to convince people they needed what we offered. It felt forced and no one cared. But everything changed when I stopped trying to convince and started trying to understand. When you do that, the sale becomes natural. Not because you convince them, but because they can see you get their problem better than anyone else. And there are a few things that make that possible: 1. Define A Clear ICP (Ideal Customer Profile) Know exactly who you're selling to. Figure out: → Who this is built for? → What stage they're at? → What they're struggling with? → Who this isn't for? 2. Understand Their Pain Points Show you understand what they're going through. Ask: → "What's your setup now?" → "What's broken?" → "What's that costing you?" → "What changes if this gets solved?" 3. Create An Irresistible Offer Everything flows from your offer. If it's weak, nothing else matters. Make it valuable, clear, and tied to the outcome they want. 4. Build An Ecosystem That Drives Leads Build systems that generate attention, nurture it, and convert it. → Content, outbound, ads → Newsletters, lead magnets, funnels → Calls, product pages 5. Remove Risk With Proof Don't just talk. Show evidence. → Results with context → The process you followed → Predictable timelines Skip the pitch until you've earned trust with proof. 6. Make The Next Step Easy End every conversation with clarity: → "Here's what I'd do next." → "Want me to map this out for you?" No pressure. Just direction. 7. Ask for Referrals Great work leads to referrals naturally. → Deliver a clear win → Remind them who you help → Make it easy to introduce others Sales get easier when you stop trying to convince people and start helping them see what's possible. If you want more breakdowns on building trust and turning conversations into clients, subscribe to our free newsletter, Building Leverage. Each week, we'll give you quick tools to grow your influence and close more deals without feeling pushy. Subscribe here: https://lnkd.in/eqJtR_Vf

Whenever I start working with a hotel, I don’t begin by looking at their follower counts or ad spend. I start by asking the marketing team 5 questions. These 5 questions tell me everything I need to know about how they think, where the gaps are, and how I can help them achieve their goals. 1. Who exactly is your dream guest, and how deep have you gone into their psychology? Demographics aren’t enough. I want to know behaviors, emotions, and decision triggers. If you can’t define them clearly, you can’t attract them consistently. 2. What story are you telling online, and is it consistent everywhere? A brand without a clear, repeatable narrative is just noise. Guests don’t buy rooms, they buy stories. And if that story changes from Instagram to TikTok to LinkedIn, you create confusion instead of trust. 3. How are you measuring ROI beyond vanity metrics? Likes and impressions don’t pay your staff or fill your rooms. I want to see a direct link between marketing efforts and revenue. Which bookings came from social, which from UGC, which from influencer campaigns. If you can’t connect the dots, you don’t have marketing, you have entertainment. 4. Where do you rank in AI search today, and what’s your plan to dominate tomorrow? Guests are no longer searching “best hotel in Miami.” They’re asking voice and AI tools very specific questions. If your content doesn’t answer those in detail, you disappear from the booking path. 5. What’s your system for turning one guest into ten? Referrals, user-generated content, loyalty programs. Every guest should fuel your future growth. If you aren’t turning one stay into ten, you’re leaving serious money on the table. These 5 questions expose blind spots fast. They show me whether a hotel is stuck in outdated strategies or ready to move forward with sharper storytelling, measurable ROI, and future-proofed content. So if you’re in hospitality, ask yourself right now, how would your team answer these 5 questions. Because if the answers are vague or scattered, you already know why your marketing isn’t driving the results you want. --- If you like the way I look at the world of hospitality, let’s chat: scott@mrscotteddy.com

If I started a solar company today, it wouldn’t have solar in the name. I'd sell home energy consumption monitoring or smart home equipment and let solar sell itself. Here's why. Getting in the door is 80% of the battle. Lead with solar, and 9 out of 10 homeowners shut you down. Door closed. If I were rebuilding from scratch, here's exactly what I'd do: Step 1: Lead with energy monitoring, smart home integrations, and whole-home electrification, not solar. - Install an Emporia home energy monitor for $300-500 - Show them real-time data on where their money is going - HVAC running 24/7, water heater bleeding energy, phantom loads they didn't know existed Now you're not a solar salesman. You're the guy who showed them they're throwing $200/month out the window Step 2: Identify what's bleeding money, then show them solar powers the fix. Once the monitor is installed, walk them through the data. "Your HVAC is 60% of your bill. A heat pump cuts this in half. With solar, you're heating and cooling for free." "Your water heater is costing you $80/month. A heat pump water heater powered by solar drops that to basically zero." You're solving real problems they can see. Solar makes each solution free to operate. Step 3: Let them ask about solar (because now they want it). - Once they see how much money they're losing and how solar fixes everything, the conversation happens naturally - "So if I upgrade to a heat pump, add solar, and get a smart panel, what does that save me?" - You didn't pitch solar. They asked for it. That's the difference between getting shut down and getting invited to the kitchen table. Step 4: Build the whole-home solution with solar as the centerpiece. Now you're not just selling panels. You're building a complete energy solution. Induction stove, heat pump HVAC, heat pump water heater, battery backup - all powered by solar, all working when the grid doesn't. Solar-only project: $30k. Whole-home electrification with solar at the center: $60k-80k. You just doubled revenue per customer. The customer isn't thinking "expensive." They're thinking "my bill goes to zero, my home runs on sunshine, and I'm never affected by another blackout." Step 5: Eventually, rebrand as a whole-home energy company. - Don't call it "[City] Solar". Call it "[City] Home Energy". - You're not competing with other solar installers anymore - You're the expert who makes homes cheaper to run, more comfortable, and more valuable - You're creating a new category where solar is the obvious solution to every energy problem The product that gets you in the door matters more than the product you're trying to sell. The installers who survive the next 2 years won't be the ones with the best solar pitch, but those who figured out how to get invited into the house in the first place. Want to talk about solar? Start by showing them where their money is going. — If you were starting a solar company from scratch today, what would your first step be?