To Sell or Not to Sell
Most of the people whom I have coached within my Certified Innermetrix Consultant program have admitted to one HUGE problem that they have with being a coach, consultant or educator in their market; they hate to sell. To put it bluntly they think selling sucks! And who can blame them? Why would an individual who has the natural genius to become a consultant, suddenly decide to become something that they are not?
Now the question that comes out of their mouth next is “so how do I fix this?”. First let’s look at the cause of the problem that we eluded to earlier.
The reason they hate to sell is because selling is a full-time job for full-time sales people. As I said before, why would I have the natural talents to be a consultant and then decide to be something that is the opposite of my own abilities? The answer is simple but flawed. “Well Jay, I have to sell, otherwise I won’t get new clients and make any money.” The first error is in assuming that traditional “selling” is the only way to earn a living. Secondly, is in assuming that you have to go out and “get” clients.
The art and science you need to grow your practice is through the natural talents you already have. You can learn to use consulting to sell consulting.
Now don’t get me wrong; I get it. If you don’t bring in the business, you don’t survive. But the dichotomy of trying to be the expert AND the salesperson will kill you in the end. The key to your success lies in choosing just one of these two professions.
The other part of the solution to the problem lies in how you market your expertise. Old sales-based methods of marketing are, simply put, DEAD! Today’s consumer has gotten way too smart and way too overwhelmed to respond to such practices. Instead of trying to push your prospects into buying your services, you must learn to attract or PULL your prospects toward your expertise.
That is why I have started a new ground-breaking approach to developing and marketing your consulting strengths. Consultant Growth Systems was founded in order to solve the #1 problem facing the Consulting community. There is plenty of information and training on best practices to consult your way to more clients and profits. Combined with the Diagnostic Sales Process, we have developed the latest online tools to assist you in your education-based marketing efforts.
Check out the 5 complementary training videos to see why we are excited to be offering this exclusive, 100% guaranteed service to you.