The right end creates the next beginning!
Hot topic lately: Ending.
Most people get it all wrong.
They fall in love with their content, trying to smash too much in.
The cause is fear. I might not get another chance.
Talk fast, and maybe something will stick!
Well, the more you smash in and the faster you talk, the less sticks.
Instead, think of your meetings like a great TV series.
Focus on that last word: series.
One episode leads to the next.
Didn't get everything done?
You've landed your next meeting.
(Most scenarios where we don't get everything done were based on our own random expectations anyway–I'd rather cover less with more engagement any day!)
Whether you finish or not, offer a helpful next step.
Usually, that means what we call a Cliffhanger: something unresolved that'll be resolved in the next meeting.
Cliffhanger Pro tips:
These little tweaks make a BIG difference!
Advantages over cramming four hours of content into a one hour meeting:
Meeting beginnings are important because you're framing the experience and setting expectations.
Meeting middles are important because you're teaching, helping and showing the prospective client what it's like to work with you.
Meeting endings are important because you're guiding the client to the perfect, helpful next step for them.
If it's not the right time to take that step, great!
Better to know right away.
If it is the right time, great!
You can guide them, get hired and have the impact you want.
That's what's interesting about rainmakers.
They have the anti-midas touch.
They don't magically turn things to gold with their touch.
They only touch gold things.
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