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Why should we hire you (or your firm)?
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That's the tricky question that pushes you to start thinking on how you'll convince them. What can you say that will make them want you SO BAD, that it's only logical to go with it? Well, it's definitely not logic. And has to do the opposite to convincing. What if you stop from going full-speed? Breath. Stop. Think on their words.
Why? It actually has nothing to do with you. It's about them talking to you. If they're in that conversation, it's them who saw something to talk with you. We (the client) Where's the major weight in the relationship? On their side? Or on yours? (we) Hire Again, who's got the power in the relationship? Does it mean they can very well fire you at will? Next time, you can stop, and if you're feeling frisky, say back: "Who says we're ready to work together?" (channel your Colin Sullivan 👇) or, a less fun (?) variant: "That's a very good question. What did you see in me/my work to be in this conversation?" It's not about justifying yourself, convincing them, or trying to jedi-mind-control them. It's about knowing if they're the right fit. Or not. And move from there. :) |
Rod Aparicio
Get one tip, question, or belief-challenge that just might change the way you market, to help your customers buy. A *daily* email for b2b founders on improving your business —without the bullshit.
Your price is the representation of your brand. One of the touchpoints your business has that is the simpler to understand is price. If you can't articulate what's the relationship between your price and the value your customers seek, that's a sign. A sign for you to work on making that relationship a no-brainer in terms of understanding. If you can't command an uncommon price, you have a me-too (common) offering.
What do you see yourself still talking and interested in in 10 years from now? How many of the current things you do/research/write/publish/work on are in that spectrum? Think it'd be worth going on one of them deep enough to experiment and build new offerings/products/services? That's a quick way to see if what you're working on is aligned with what you see in a (not-so-distant?) future. 10 years can pass quickly. And 10 years can also be long enough to figure out if what you're currently...
Next time you're on a sales conversation with a prospect, ask them this: "It's a year from now. We're having coffee together and you're happy. What has happened in your business in that year for you to be happy?" [Now you don't say a word. Embrace silence. Bite your tongue if you need to. :)] This question will push them to think. And you need to give them space to do that. If you talk, you take it away from them. When they talk, they'll give you A TON of valuable information to start seeing...