Avatar Radio Frequency: What L&D Consultants Skip

3 Minute Read Time

A few years ago, I sat staring at a spreadsheet of 400 leads.

Not one of them had replied.

My offer was solid. My service was proven. But the inbox? Empty.

I wasn’t bad at what I did. I was just broadcasting on the wrong frequency.

Why Most Messaging Fails

Consultants don’t fail from lack of talent. They fail from lack of resonance.

They’re experts trying to solve real problems. But their outreach reads like a resume. Their offer feels generic. Their message gets ignored.

Why? Because they’re not speaking to their audience’s felt pain. They’re describing features to a market craving transformation.

And when the message doesn’t land, they question everything:

"Is my offer broken? Is the niche too small? Am I even cut out for this?"

But the real issue? They’re out of sync with the people they want to help.

The 2AM Test

Here’s how you fix it:

Forget job titles for a minute. Picture your ideal client sitting alone at their kitchen table at 2AM.

They’ve got a problem that won’t let them sleep. They’re staring into space thinking:

"How did I end up here?"

What’s going through their mind? What are they scared of? What’s the cost of staying stuck?

If your message doesn’t speak to that, you’re invisible.

The Brain Dump Method

Here’s a dead-simple exercise that works:

1. Record yourself as if you were your client.
2. Describe their role, stressors, and internal dialogue.
3. Go deep into the emotional toll.
4. Capture business pain and personal fallout.
5. Run it through AI to clean up and structure it.

That’s your Avatar. Not a persona. A mirror.

This avatar becomes your tuning fork for finding the right frequency.

When you understand their pain better than they can explain it, they assume you know the way out.

Marketing Is a Radio Dial

There’s a metaphor I love:

Marketing is like tuning a radio. If your message is on 98.1 FM and your audience is listening to 104.7, they’ll never hear you.

Wrong frequency:

• You send 1,000 messages and get silence.
• You assume your business isn’t viable.

Right frequency:

• You send 100 and book 20 calls.
• You don’t guess. You predict.

Same effort. Different resonance.

Case Study: Paul's Breakthrough

Here's how this played out with a recent client...

Paul is an L&D consultant with 15+ years in manufacturing and engineering.

He knew the industry inside and out. He'd lived the problems himself.

But despite being a true insider, his messaging wasn't working.

The scattered approach:

• Cold emails about "hydraulic simulations"
• Podcast interviews showcasing features
• Social media posts explaining his technology
• Expensive conference flights and hotel bookings

Paul assumed he had a distribution problem. More channels, more exposure, more hustle.

But during our recent coaching session, we uncovered the real issue:

It wasn't distribution. It was frequency.

Paul was broadcasting on the wrong wavelength entirely.

His prospects didn't care about "HTML5 simulations" or technical specifications.

They cared about new techs screwing up equipment, bleeding revenue, and looking incompetent to leadership.

The shift: We refocused his message around the felt pain instead of the technical solution.

Suddenly, Paul realized he didn't need 5 platforms or conference circuits.

He had something more valuable: a qualified lead list from years of industry networking.

One channel + right frequency = predictable results.

In that moment, Paul finally understood what copywriting legend Eugene Schwartz meant:

"Copy cannot create desire... it can only take the hopes, dreams, fears and desires that already exist... and focus those onto a particular product."

Same Paul. Same solution.

New resonance.

How to Get On Frequency — Step-by-Step

Here’s your 3-phase plan:

1. Avatar Clarity

• Record your client’s pain in their words
• Capture emotional, financial, and career-level impact
• Turn it into a clean avatar doc

2. Frequency Testing

• Rewrite your message based on avatar pain
• Test in small batches (20–30 messages)
• Tweak one variable at a time
• Track your reply rates to know when you've found frequency

3. Scale What Resonates

• Use your winning message everywhere
• Create a repeatable system
• Book more calls with less guesswork

The Bottom Line

Most consultants overwork the wrong inputs. They send more messages, post more content, chase more leads — without fixing the root problem.

The real win? Know your avatar. Speak their language. Dial in your frequency.

Because when you’re on frequency? Everything clicks.