Consultant, have you considered your biggest missed opportunity?
Here’s how I think about missed opportunities:
When you have a big problem and need a service provider, how do you decide whom to call?
If you’re like most people, you’d first think of calling a service provider you know or are aware of.
If you don’t know anyone, you’ll get a referral from someone you trust.
If you don’t manage to get a referral, you’ll look online or elsewhere.
This kind of buyer behaviour is generally true across service categories (think about the last time you hired a consultant, real estate agent, lawyer, architect or accountant).
Your buyers are likely to behave the same way.
So think about it…
If they don’t think of you when they’re ready to solve a big problem, they’ll simply look elsewhere.
That’s the biggest missed opportunity. You don’t feel bad about it today because it doesn’t feel like a loss. But when you really think about it, it’s a lost opportunity.
So if you’re not doing it already, make sure you use content marketing (books, events, speaking, etc.) to make a case for yourself to your dream buyers throughout the year.
Not being remembered when your dream buyers are in buying mode – that’s your biggest missed opportunity.
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