ZARZA We are Zarza, the prestigious firm behind major projects in information technology.
Listen "128. Why Your Consulting Services Aren't Selling"
Episode Synopsis
Why are potential clients hesitating to invest in your consulting services? Today I'm looking at the common barriers that might prevent them from purchasing.
From psychological to practical obstacles, I explore how price sensitivity, scepticism about results, fear of change, and poor timing could impact why people are not buying.
Plus, I share some key strategies to help you start making sales, refine your sales approach, and boost your consulting businesses.
Resources Mentioned:Streamline Your StrategyEpisode 104 - How To Effectively Communicate The Value of Your Offer/Service
Key Points:Price Sensitivity (00:02:10)Scepticism About Results (00:03:07)Scepticism About the Process (00:04:23)Fear of Change (00:05:20)Perception of Self-Sufficiency (00:06:17)Timing Issues (00:07:14)Personality of the Consultant (00:08:04)Misalignment of Expectations (00:10:07)In-Person vs Virtual Services (00:11:05)Complexity of the Service (00:12:01)Long-Term Commitment Anxiety (00:14:08)Clarity of Unique Selling Proposition (00:15:22)Doubts About Expertise (00:16:10)Lack of Urgency (00:16:36)Quality of Offering (00:20:33)Comfort Zones in Consulting (00:22:31)
Connect with May on...Instagram https://www.instagram.com/may.james_/LinkedIn https://www.linkedin.com/in/maylaurajames/Website https://www.mayjames.com
From psychological to practical obstacles, I explore how price sensitivity, scepticism about results, fear of change, and poor timing could impact why people are not buying.
Plus, I share some key strategies to help you start making sales, refine your sales approach, and boost your consulting businesses.
Resources Mentioned:Streamline Your StrategyEpisode 104 - How To Effectively Communicate The Value of Your Offer/Service
Key Points:Price Sensitivity (00:02:10)Scepticism About Results (00:03:07)Scepticism About the Process (00:04:23)Fear of Change (00:05:20)Perception of Self-Sufficiency (00:06:17)Timing Issues (00:07:14)Personality of the Consultant (00:08:04)Misalignment of Expectations (00:10:07)In-Person vs Virtual Services (00:11:05)Complexity of the Service (00:12:01)Long-Term Commitment Anxiety (00:14:08)Clarity of Unique Selling Proposition (00:15:22)Doubts About Expertise (00:16:10)Lack of Urgency (00:16:36)Quality of Offering (00:20:33)Comfort Zones in Consulting (00:22:31)
Connect with May on...Instagram https://www.instagram.com/may.james_/LinkedIn https://www.linkedin.com/in/maylaurajames/Website https://www.mayjames.com
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