Why are potential clients hesitating to invest in your consulting services? Today I’m looking at the common barriers that might prevent them from purchasing.
From psychological to practical obstacles, I explore how price sensitivity, scepticism about results, fear of change, and poor timing could impact why people are not buying.
Plus, I share some key strategies to help you start making sales, refine your sales approach, and boost your consulting businesses.
Resources Mentioned:
Episode 104 – How To Effectively Communicate The Value of Your Offer/Service
Key Points:
Price Sensitivity (00:02:10)
Scepticism About Results (00:03:07)
Scepticism About the Process (00:04:23)
Fear of Change (00:05:20)
Perception of Self-Sufficiency (00:06:17)
Timing Issues (00:07:14)
Personality of the Consultant (00:08:04)
Misalignment of Expectations (00:10:07)
In-Person vs Virtual Services (00:11:05)
Complexity of the Service (00:12:01)
Long-Term Commitment Anxiety (00:14:08)
Clarity of Unique Selling Proposition (00:15:22)
Doubts About Expertise (00:16:10)
Lack of Urgency (00:16:36)
Quality of Offering (00:20:33)
Comfort Zones in Consulting (00:22:31)
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