If you sometimes feel you’re not getting many clients or people aren’t buying what you’re offering then you’re not alone. I speak to a lot of coaches and consultants who struggle to find clients.

The most common question they ask themselves when they find themselves in this position, is “What do I need to do to sell more/ better?” Their natural response is to try to work out how to beef up their marketing messages – make them more persuasive or impactful.

But this is the wrong question to ask. It’s looking at the situation from the wrong perspective.