I spoke recently with a consultant who told me one of her biggest issues was a really long sales cycle.

Since she wasn’t working with enterprise or state clients, this surprised me.

When I asked her why she thought it was so slow, she told me that it was because the business owners are busy.

They like her ideas, and they like her, but they can’t find time.

My take on it is slightly different.

Business owners are always busy (unless they have Clockworked their business…)

If the value was clear to them – how it was going to save them time or money or bring in more money – they would make it a priority.

More digging is needed to find out what her ideal clients urgently want.

Answer that, and I bet “long sales cycles” become a thing of the past.

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