When that “Prospect” isn’t Into Your Consulting Offer

Consultant, what if the prospective client you’re pursuing isn’t interested in your offer or solution?

Do you keep pursuing, following up relentlessly, reiterating how valuable you can be, send them relevant content?

If I were you, I’d do none of those things.

Yes, there’s value in following up, but only up to a point.

The truth is that you don’t control how, why and when people buy.

You will increase your chances of selling your consulting offerings when you engage buyers who are in “buying mode”.

People go through a path or journey before they’re fully ready to buy. If your “prospect” isn’t ready to buy, then there’s very little you can do to “convince” or “persuade” them without them having buyers remorse later.

A better way to sell is to understand how buyers make decisions and identify where they are in their buying journey.

And instead of focusing on that one “prospect”, focus on building a pipeline of potential buyers in order to increase your chances of engaging buyers who are ready to buy now.

For more on this, check out the video below ūüĎá


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Image credit: Houthuesen, Albert Anthony, 1903-1979; The Traveller