Put in the grunt work
Selling advice usually comes after years of doing the work yourself. If advisory clients are not biting, put in more reps and phase in from there.
Kevin C. Whelan
Being able to sell advisory services is usually a product of doing execution work for a long time.
You’ve done it so long that it no longer makes sense for you to use your hands. You’ll be too expensive.
Which means your value is in knowing what and how things should be done, and then facilitating the execution with your clients.
If you’re struggling to fill your roster with advisory clients, go back to the basics. Put in the reps doing execution work. Phase into advisory services.
Sell grunt work until you can sell your head instead.