How to Succeed as a Brand Consultant: Overdeliver, Build Trust, and Become Indispensable
As a brand consultant in the luxury wine industry, I’ve learned that the key to long-term success isn’t just delivering great work—it’s about becoming an indispensable partner to your clients. If you want to thrive in this industry, you need to go beyond just meeting expectations.
In this week’s Welcome Splash, we’re spilling the juice on the strategies we employ to ensure we overdeliver, build trust, and position Dunstan Creative as a strategic partner, not just a vendor. If you are looking to elevate your consulting game and secure repeat business while making a lasting impact, follow these key steps:
Overdeliver: Show Them What to Expect From Working With You
Marketing planners and business owners are always looking for consultants who exceed expectations. Providing high-quality work is the bare minimum; you must surprise and delight your clients. This could mean offering additional insights, providing unexpected creative solutions, or delivering ahead of schedule. When you consistently overdeliver, you don’t just meet your client’s needs—you make yourself indispensable.
Come Prepared: Do Your Homework
One of the fastest ways to build credibility is to show that you’ve done your homework. Before client meetings, read all provided materials, research the industry, and come with thoughtful questions. This not only demonstrates your expertise but also reassures the client that you understand their challenges. Flagging questions also shows that you’re engaged, proactive, and genuinely invested in their success.
Cement Your Status for Repeat Bookings
One-off projects are great, but repeat clients are the foundation of a thriving consulting business. To secure ongoing work, go beyond execution—act as a strategic advisor. Follow up with clients even after a project is completed, share valuable insights, and proactively suggest new initiatives. When you’re consistently adding value, they won’t just want to hire you again—they’ll feel like they need to.
Propose a Collaborative Marketing Relationship
Marketing works best when it’s a two-way street. Rather than positioning yourself as an external service provider, suggest a collaborative partnership. Encourage regular strategy sessions, open communication, and mutual idea-sharing. Clients appreciate consultants who don’t just take orders but actively contribute to the vision and strategy.
Be Transparent When Things Don’t Go Right
No project runs perfectly. What separates great consultants from the rest is how they handle setbacks. If something isn’t working, be upfront about it. Clients respect honesty, especially when it comes with solutions. Address issues proactively, take responsibility when necessary, and propose ways to fix the problem. Transparency builds trust, and trust leads to long-term partnerships.
Build Trust and Demonstrate Reliability
Clients work with people they trust. If you consistently meet deadlines, communicate clearly, and deliver results, you’ll establish yourself as a reliable consultant. Trust isn’t built overnight, but every interaction with a client is an opportunity to reinforce your credibility. Keep your promises, show up prepared, and always act with integrity.
Be a Partner, Not a Vendor
Vendors execute tasks; partners help shape strategy. If you want to stand out as a consultant, position yourself as a key player in your client’s success. Offer insights beyond what’s requested, think long-term, and immerse yourself in their brand. The more you align yourself with their goals, the more they’ll see you as an essential part of their team.
Planners Want Creatives Who Overdeliver
Marketing Directors aren’t just looking for great creative work—they want consultants who make their lives easier. Anticipate their needs, suggest innovative solutions, and deliver work that aligns with their strategic goals. If you can make their job easier while producing outstanding work, you’ll be their first call for future projects.
Delivering Beautiful Content Is the Bare Minimum
Yes, great design, engaging copy, and compelling campaigns are essential—but they’re expected. What sets you apart is how well your content aligns with business objectives, resonates with audiences, and drives measurable results. Always think beyond aesthetics and focus on impact.
Be Indispensable
The ultimate goal of any consultant is to become so valuable that clients can’t imagine working without you. This means staying ahead of industry trends, continuously improving your skills, and always bringing fresh ideas to the table. When you’re indispensable, you don’t have to chase clients—they come to you.
Shift From a Business to a Brand
Successful consultants don’t just sell services—they build brands. Your personal brand should communicate expertise, reliability, and innovation. This means crafting a unique value proposition, developing a recognizable voice, and consistently delivering work that reinforces your reputation.
Start With Your Proposal
Your first impression often comes in the form of a proposal. Make sure it’s polished, strategic, and clearly communicates how you can solve the client’s problems. A strong proposal doesn’t just outline deliverables—it demonstrates your understanding of their goals and how you’ll achieve them.
A Solid Online Presence Is the First Step to Making a First Impression
Before a client even reaches out, they’ve likely checked your website, LinkedIn, or social media profiles. Your online presence should reflect your expertise and credibility. Share thought leadership content, showcase past work, and maintain a professional digital footprint. If your online presence is weak, you’re losing opportunities before they even materialize.