One of the biggest problems that busy consultants have in prospecting is that their target clients are themselves busy. These prospective clients will frequently admit that they are "too busy to think about their needs." The prospective clients have confused solutions with problems, anchor to things they already know about, and just have a superficial understanding of the issues.

I've spent money subscribing to several services that promise to put prospective clients in front of me. It turns out that most of those prospects haven't thought through their needs and, at best, are just "kicking the tires" to see what is out there.