As a consultant, you are not a product. Even though selling services isn’t exactly uncommon, As a consultant, you’re in a weird position where you are selling yourself as a service.
This leaves many independent consultants in a bit of a bind; there is a crucial need to sell, but the consultant isn’t just a salesman, and with so many other things on their plate often fall short at the task of selling themselves.
In the instance of this problem, it is tempting to jump immediately to the solution of how to fix it. Before you can fix a problem, though, you have to understand its cause. Otherwise you are just treating the symptoms. As such, I’ve listed below the first two of four leading causes of poor sales for the independent business consultant. [To read more about Consulting Sales click here]