Business Consulting – Fears People Have When Choosing a Marketing Coach, Business Coach

Many prospective clients have fears, reservations and trepidations about hiring a consultant or service provider.

1. Incompetent.

Many potential clients believe that the “consultant” can do talk a great talk, but not be able to walk the walk. In other words, be able to deliver on time, and within budget, and to the required standard.

2. Uncontrollable

Many have reservations that the consultant, coach or adviser is competent but too authoritarian, too direct or too controlling. Many prospects have reservations about handing the reigns or giving “freedom” to a “self-directed” coach.

3. Fees are too high

With the help of Google, and the internet, prospects can easily shop around, and compare, as they often are wary of not getting the ROI they want, and they certainly don’t want to think they’re paying “over the odds”. Simply concentrate on demonstrating the value, and that the solution costs less than the problem

4. Admission of weakness

Some don’t want to hire you as they see it a kind of weakness in their area of expertise or in the perception they’ve built up with regards to their reputation.

5. Not enough time

Some don’t want to hire you for fear that you are or will spend too much time with other clients and they don’t get their “money’s worth”

6. Confidentiality

Some prospects have a fear of losing sensitive information, plans, or product details to competitors. Many worry about consultants and advisers not respecting their confidential systems, processes and intellectual property. A non-disclosure, or non-circumvention, agreement and of course a contract can deal with those issues.

7. Symptoms not Causes – Consultant

Many prospective clients are concerned that the consultant won’t diagnose or correctly identify the root cause of the problem.

8. Symptoms not causes – client

Many prospective clients are concerned that they themselves incorrectly diagnose the problem and give the wrong information or brief to the outside consultant, so that the outside consultant spends time, effort and resources working on the wrong problem, wrong end of the stick, or on an area that is not the real issue or priority.

9. Lack of impartiality

Prospective clients don’t want the consultant to drive their own agenda that could cloud their objectivity to the detriment of the client. The client wants to know that the consultant always has the client’s best interests to heart. Identifying and fixing one problem, shouldn’t necessarily mean an open ticket to creating more work for themselves.

10. Dependency

Many prospective clients don’t want to have to be dependent on the consultant or service provider indefinitely. Quick question – who owns your business’ domain name? You or the hosting company or website designer? What happens when there’s a fall out? Some clients who compensate on a contingency basis or a results basis, once the results start, they often don’t want to continue to pay the royalties, commissions that they agreed with the consultant.

Food for thought.

Fraser J. Hay