That's my guest Matt Krause talking about the relationship between narrowing your focus and word of mouth, which has driven huge profitability gains for his small consulting business.
Caveat: you're GOING to think I paid an actor to get on here and shill for narrow focus. It lines up with EVERYTHING you've ever heard about the benefits of narrow focus.
What's amazing about Matt's story is how miniscule his initial market was. 6 companies. You heard right... 6 potential clients in the niche he narrowed down to! Matt talks about the mental and emotional blocks you have to get through to pull this off, and the dramatic upside he's seen from doing it.
One such benefit is word of mouth. I'm paraphrasing here, but Matt says the first question out of a prospective client's mouth now is, "when could you start?". Of course Matt still has to qualify them for fit, but it's a dramatically easier, cheaper sale to make.