"I need to think about it." When a prospect says that, you've lost them. They're too kind to say no. It happens all the time in professional services. It's also why consultative selling got so popular. As an independent consultant or coach, you're not just the expert in your field anymore. You have to become a great businessperson too, and that includes sales. So set aside time every week to learn and practice a sales approach that works for you... consultative, or whatever fits your personality and your ideals. And when you're in it, remember one thing: you're not consulting them yet. You're selling. If they keep passing, find out why. Sometimes the approach is fine and you're just talking to the wrong prospects. #Consulting #Coaching #Solopreneur #GoingIndependent