Your buyer's willingness to spend $100K on advice depends entirely on whether they knew you before you asked.
Consulting engagements are trust transactions. Nobody signs a $100K consulting SOW with a stranger. They sign it with the person whose podcast they've listened to for 6 months, whose LinkedIn posts they've saved, whose whitepaper they've forwarded to their team.
Which means every consulting firm has the same real problem. They aren't invisible to their ICP. They're just not familiar enough to their ICP. And most consulting marketing (a case study PDF, a monthly newsletter, an occasional LinkedIn post) doesn't come close to solving that.
