It’s always been better to be yourself than to put on mask and present yourself as something you’re not. Unfortunately, the value of being a specialized niche provider has not always been recognized - or possible to a large degree. And that’s more of an economic statement of abundance versus scarity. There are economic and technology drivers around abundance in play today that allow niche specialists to thrive. That wasn’t available 25 years ago. Think Long Tail and The World is Flat.

The trickier part about consultative sales is knowing when you’re capable of positioning yourself as a specialist. On one hand it’s quite easy to say. In fact, almost everyone does. On the other hand, as you know, it’s an entirely different story to justify what elevates you above the competition in a way that your audience understands, values and is willing to pay for - and you’re able to execute upon. The hard part is knowing what to say and do while you’re somewhere inbetween novice and expert - while being honest and authentic with your prospects.

Great post by the way. I can tell you’ve been bitten by the blogging bug. As you’ve seen w/ me, it’s addictive and rewarding.

From the brevity of your comment, I can’t judge your intentions. However from reading some of your blog, I think it’s worthwhile for me to mention that I don’t disagree with what you do, or even with the concept of a personal brand.

What I do disagree with is those who pursue a personal brand that is not compatible with who they are, or is more representative of who they think they should be than who they really are. All branding is somewhat aspirational, but it shouldn’t misrepresent. And most importantly it shouldn’t become such a focus in someone’s life that it bulldozes their personality.

Thanks for the comment!