The Irresistible Consultant's Guide to Winning Clients: 6 Steps to Unlimited Clients & Financial Freedom

by David A. Fields

You want the bulk of your energy directed toward fishing where the fish are. It’s a far easier place to win consulting business. Most consultants are working way too hard because they’re not fishing where the fish are, and that means one of two things is happening: 1. They’re working on problems that their prospects aren’t aware of, and the consultant has to expose the need. That is what is politely known in our business as a hard sell. 2. They’re sticking to a pond where prospects don’t have high urgency. As a result, the consultant has to somehow create that urgency. That’s often an even harder sell! While it’s true that both of those hard sell approaches will yield some business, it is so much easier to win business from prospects who are already aware of their problem and urgently want that problem to go away.