The second in a three-part series on getting to yes.
OK, let's say a client is interested in hiring you and you've gotten over the first hurdle of them asking themselves...
Do I want to do focus on this work?
(See last week's article for more on solving this issue.)
Here's the next question they're asking themselves...
Do I want to do focus on this work now?
Different question, different issue.
Prioritizing the work isn't enough.
To get a Yes, it needs to be prioritized now.
What underlying issues might cause them to defer?
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OK, let's go deeper on that next-level client question in their mind–doing the work you're suggesting now.
Here are the underlying issues that might be hiding under the surface on the client side.
There are four big ones to look out for, all written from the client's perspective:
When if comes to buying your services, things can slow down.
Use these techniques to speed them up.
OK, let's pop up a level. You know what's the most important part of this?
Be bold, engaging in these conversations as a true partner.
Always have their best interest in mind, advising on what's best for them, even if it isn't best for you.
Be helpful, offering anything you can that makes sense.
This approach always wins in the long term.
And what's crazy...
It usually wins in the short term too.
ps. Next week...the 3rd in this 3-part series!