Timothy, a follower of our weekly show, Coach’s Corner, asks: “Why do so many consultants fail to get clients?”

Here’s my answer to Timothy:

Timothy, I think that people are lazy and passive. First of all, I saw that there are about 400,000 consultants in the US alone. This means almost half a million people only for the US. If you add all the other countries, there are millions of consultants in the world.

Be an Author

I think 99% of them don’t have a book. If you don’t have a book, you are not perceived as the authority or as much of an authority as you could be perceived as. Definitely have a book.

I think a lot of people think that having a social media page, having a LinkedIn page or having a website or even just a Facebook page will make people reach out to them and say, “I really want to give you money”.

I think people are very passive. They’re not willing to do the work to establish the brand they have or get more exposure.

I also think that a lot of people don’t have the skills to convert prospects into clients, because there’s a big difference between delivering the product and actually helping the client and getting him in the first place to give you money.

You need to be able to do both. If you don’t like marketing and sales, but you love delivering your products and services, reach out to us. We can actually generate all the leads for you.

If you want to do that yourself, that’s fine, but understand that you need to be able to generate leads and you need to be able to convert them.  Usually, consultants deliver a good product. The product delivery is rarely the issue. The real issue is getting clients in the first place.

A lot of people are just passive, because they wait for the phone to ring like artists or actresses. Most of them walk around all day with their phone in their hands just waiting for the agent to call, instead of being proactive or building relationships and helping other people climb up. At some point, some of them might actually help you out.

I think it’s a matter of being proactive. If you want to understand how to convert prospects into clients, you need to understand sales and lead gen. If you don’t get lead gen and you don’t get sales, it’s going to be very difficult to make it as a consultant.