I like you, but I don't understand what you're saying

Hello Reader, When I started my consulting business, it took me 3 months to sell my first project.I had the experience. I knew I could help. I could talk for a long time about marketing, messaging, websites, and strategy. I'd done the work for a decade... But the response I kept getting was: "Josh, I really like you, but I don't understand what you want me to buy." Customers weren't questioning whether I was good at the work. They honestly couldn't figure out what the heck I wanted them to...