When a deal dies, sales usually gets the blame.
And if you're a solopreneur, that's YOU and your sales pitch... but there's more to it than that! And I'm sure you've experienced these things after you made a pitch...
The prospect stopped responding.
They said the timing wasn't right.
They chose ...
Which Buyer Decision Is Stalling Your Pipeline?
Marketers love funnels.
Top of funnel.
Middle of funnel.
Bottom of funnel.
Traffic goes in at the top.
Customers are supposed to come out at the bottom.
Simple.
Neat.
Comforting.
And useful—as long as we remember that buyers are not actually ...
Experts spend a lot of time trying to prove they're good.
Understandably.
We display credentials.
Years of experience.
Certifications.
Testimonials.
Client logos.
Awards.
Methodologies.
Books.
Podcasts.
Speaking engagements.
Case studies.
Maybe a photograph of ourselves standing confide...
When a prospect hesitates, one explanation gets blamed almost immediately.
The price.
They liked the conversation.
They understood the problem.
They seemed interested.
Then they saw the proposal and slowed down.
So we assume:
Too expensive.
Maybe.
But price is only one part of what a buyer ...
There’s a frustrating kind of prospect almost every consultant, coach, expert, and service provider eventually encounters.
Does Your Buyer Understand Why This Problem Matters NOW?
They understand what you do.
They agree that the problem is real.
They like your approach.
They may even tell you h...
Is Your Marketing Helpful—or Is It Creating Buyer Clarity?
Experts like being helpful.
That sounds like an odd thing to criticize.
And I’m not criticizing it.
If you’re a consultant, coach, expert, course creator, or service provider, being genuinely useful is probably one of the reasons people ...
It may be easier to start a business today than at almost any other point in history.
But... Are You Just Visible—or Are You Easy to Choose?
You can build a website in an afternoon.
Create a logo before lunch.
Draft a business plan with AI.
Write a sales page.
Build a course.
Create a webinar...
There is a particular kind of frustration that comes with doing what the marketing experts told you to do.
You post consistently. You ask your audience questions. You run polls. You send surveys. You talk to prospects. You create lead magnets. You pay attention to comments.
People tell you your id...
