Many consultants make the mistake of hurrying an potential client towards the sale, without realizing that this process violates the normal buying journey that all potential clients take.
Our approach to selling is more like seeing the selling process as an event that happens around the sales meeting, instead of a journey that the client can take with you. It is your job as the consultant to provide the vehicle for the client to be able to take that journey with you. If you do not provide that vehicle for them, they will find someone else's vehicle to take that journey on. When that happens, it is unlikely they will come to you when they are ready to buy.
In this episode, I describe how you can build your marketing strategy to align with the clients' typical buying strategy and how to create the vehicle that they will be able to ride towards buying with you.
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