Most business coaches, management consultants, “experts”, life coaches and professional services providers tend to dislike, or worse, do a bad job of their marketing for 4 simple reasons:

•  Ego
•  Ignorance
•  Insecurity
•  Laziness

Ego

Many think selling or marketing is beneath them. They treat other marketing consultants or sales executives with the contempt they think they deserve. Their thoughts of them performing marketing or selling their wares conjour up images of second hand car sales men, direct insurance types or snake oil salesmen. Many consultants, experts and coaches view the art of selling or marketing as something beneath them, or a waste of their invaluable time and superior intellect. Its more common than you think, across many fields and disciplines – the actor who wont go to auditions, the out of job chief executive wont go to interviews, the athlete who wont train or practice, and the consultants who won’t sell, are being held back by their ego.

You have to put your ego aside, if you want to stop your house from being repossessed, or worse still – starve.

Ignorance

Many consultants, experts and “professional service providers” often have worked for many years in corporate life, they’re often very technically minded, very analytical, and often have a very strong academic background. They are often from a middle management background, used to having their leads provided for them, a full expense account, and many never having been held accountable, being allowed to “coast” throughout their career.  Many have had no formal training or education in sales or marketing. Many don’t know simple things like the Life Time Value of a customer, Cost per sale,cost per lead or which low cost or no cost offline and online tactics they could use to generate leads, enquiries, referrals and sales.

A quick way to cure ignorance, is training, and the acquisition of new skills and knowledge to fill those gaps.

Insecurity

Many “professional service providers”, experts, consultants and coaches are unsure what or how to charge for their time. They underestimate the real value they offer, and the value of their many years’ experience, or of the clarity, and unbiast perspective and unique insights they can bring to a client situation. Many are easily intimidated by clients, and are persuaded to discount or lower their fees to win business. Many hate being challenged, and often avoid being challenged or rejected at all costs. They forget that many clients themselves, want to be challenged, pushed and questioned whether they are doing the right things.

Sorry, but get over it. Clients simply don’t want mamsy pamsy, wishy washy, timid, evasive or doubtful advice. They want confident confidantes they can trust and depend upon.

Laziness

Sorry, but many consultants, experts and “professional service providers” are simply lazy. It’s them that’s looking for the magic pill, the silver bullet, that quick, easy method, and often delegate all their marketing responsibilities.If you want to truly master your own destiny, then you need to master your own marketing, In my opinion, it’s one of the most important business skills you could have. There is no such thing for the “lazy mans way to riches”, in this day and age. Clients want results. Shareholders want results, Stakeholders want results, and coaches, consultants and experts have to be prepared to roll up their sleeves, and put the time and effort in.

If any of the above resonates with you or strikes a chord, then it’s indicative that you may be at the 1st step of a simple, and powerful 4 step process, and  I’d like to give you a freebie,  a prezzie on me, it’s HERE.

There may also be other reasons why your marketing isnt working, so click the image below.

Fraser