Consulting founders don’t avoid sales because they’re too busy.
The real reason is…
…they avoid it because they don’t want to feel rejected.
They’ll build frameworks. Tweak their website. Hire a sales agency. But they won’t do the one thing that actually drives growth:
Sell.
And by “sell,” I don’t mean closing a deal after a warm intro.
I mean the entire sales process:
– Researching the market
– Creating an offer people actually want
– Reaching out to prospects
– Asking for meetings
– Creating a referral engine
– Publishing content that leads somewhere
– Delivering a strong discovery call
– Pitching your proposal with clarity and confidence
Consultants love the back half – talking to buyers, closing deals. But they avoid the front half like the plague.
And when they do, here’s what they miss out on:
💡 Clarity on their real target market (most have no idea)
💡 Understanding how buyers make decisions
💡 The ability to adapt their message or offer when markets shift
💡 Knowing what makes a prospect say “yes” to that first meeting
💡 The skill of asking for that meeting without it feeling awkward
💡 The power to confidently show up in front of their dream clients
💡 Communicating value in a way that makes buyers want to work with them
💡 Better *margins – because they stop underpricing their work
And perhaps most importantly:
💡 They miss out on building real confidence.
I could go on. But if you’re a consulting founder who isn’t growing at the pace you’d like – and you’re still avoiding a full commitment to sales…
Now you know why.
As Hiten Shah said in a recent post:
“Selling is my #1 job as a founder. So I went ahead and got great at it.”
Do the same.
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Ready to add $100k-$500k revenue to your consulting business in 12 months or less without burning out? Schedule a call and let me show you how.
