Selling Expertise: How To Leverage Influence

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If you sell expertise—whether through consulting, coaching, training, or professional services—you’re not just selling knowledge. You’re selling trust, credibility, and perceived value. And nothing amplifies those faster than influence.

Influence is what turns you into the go-to authority for your niche.  Knowing how to create and use it is why some experts command premium fees while others struggle to stand out. 

It’s what makes potential clients seek you out instead of the other way around.

In this episode I talk to Patrick Prothe about influence – how to create it and wield it for coaches, consultants, marketers, trainers, speakers – anyone who sells their expertise. 

So, why does influence work?

• It creates authority, positioning you as a leader instead of just another option.
• It builds trust before the sales conversation even starts.
• It enhances perceived value, making price less of an objection.

The good news? Influence isn’t just for bestselling authors or viral thought leaders. You can build it strategically:

• Own a clear point of view—don’t just share industry best practices, challenge them.
• Speak, write, and teach—visibility drives authority. Publish content, host workshops, and get on stages.
• Leverage social proof—case studies, testimonials, and media mentions make you the safe bet.
• Show up consistently—your expertise only matters if the right people see it, again and again.

Influence isn’t about ego. It’s about making your expertise more valuable, more trusted, and more sought after.