I sat down with a SCORE counselor today. SCORE is a national organization of business executives that volunteer to help other business people. We discussed my consulting business for about 90 minutes. He shared some insights with me that I couldn't see from inside it.
He asked me 2 pointed questions though:
- What value am I adding (and to whom)?
- Am I really spending my time talking to my potential customers?
What is a potential customer? One that needs my services and can pay for my services.
In agent speak: if he asks for more than 4 proposals and doesn't ever pull the trigger, is he really a prospect or just busy work?