Is this you? 👉 “My content brings me leads but after the first meeting, they stall or delay indefinitely. I don’t know why this happens. I try to ask them but then they ghost me.”
Consultant, what would you do if this happened to you?
If there’s no way to ask your leads directly, here are a few possible reasons why this may be happening:
👉 1. They’re not qualified buyers. Yes they come to you, but that doesn’t always mean they’re qualified. A qualified buyer:
✅ Knows, likes and trusts you.
✅ Has an urgent need to solve a costly problem. There is a deadline they need to meet to solve the problem.
✅ Has the authority to hire you or can be your champion among other decision-makers.
✅ Has funds allocated for hiring a consultant, or they have the ability to reallocate their budget and find the money.
✅ Understands the value of consulting and is not having internal “in-house vs. outsource” debates with their team.
✅ Is aligned with you on your point of view on how to solve the problem.
👉 2. 𝗜𝗻𝗲𝗳𝗳𝗲𝗰𝘁𝗶𝘃𝗲 𝗗𝗶𝘀𝗰𝗼𝘃𝗲𝗿𝘆: Discovery is the art of asking the right questions and uncovering the real problem behind the symptoms stated by the buyer/prospect. Discovery allows you to articulate the problem clearly to your buyers. That in itself is valuable to most buyers. An effective discovery process earns you the right to make an offer to the prospect.
👉 𝟯. 𝗬𝗼𝘂𝗿 𝗢𝗳𝗳𝗲𝗿: If you’re talking to a qualified buyer and have done discovery right, then your offer is usually not the problem. Buyers who believe you’re the right person/firm to solve their problem will typically take you up on your offer. But sometimes your offer could pose a problem. For example, if it’s unclear or if there’s a big commitment up front, buyers may hesitate to hire you.
So, if you’re being approached by potential buyers and fail to convert consistently, these three factors may be at play.
What else did I miss? LMK in the comments. 👇
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