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The 2nd in a 3 part series on speed!
Last week we talked about Make It Simple.
(Check it out HERE if you missed it.)
Our second lesson...
Make The Ask.
Last week was about design. Figuring out what the next step is.
This week is about actually asking for it.
Most professionals know their solutions well. They know what usually happens next.
Then sadly, they project that assumed knowledge on the client, thinking they know too.
They don't.
You've spent decades learning your craft.
Your client hasn't.
You've spent hours preparing for this meeting.
Your client hasn't.
You've seen every permutation of what could be next.
Your client hasn't.
You have to Make The Ask to speed things up.
How do you do it?
Below we go!
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Question for you this week...
How could you scale this tremendous resource across your team?
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Who drives or supports growth at your organization?
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Ping us if you want ideas.
We're working with a lot of teams to do the same–happy to share what we're learning!
Back to Lesson Two: Make The Ask.
Remember LAST WEEK we talked about Make It Simple.
If you've checked the box on Make It Simple, you've got a simple next step in mind.
All you need to do now is two things:
You probably remember our magical phrases "so you can..." and "so they can..."
That's how you bridge a statement to the most important part: how the client will benefit.
Here's an example ask:
What most of our clients do next is ___ (action) so they can ___ (benefit). Would that be of interest to you, or not?
You can flex on this, but I love that sample structure.
It incorporates...
These two sentences pack a punch. Simple, profound.
The key...
They prompt discussion.
And it's the discussion you want to have–you potentially getting hired to help.
Make The Ask sounds simple, but so many don't do it.
Reasons people hesitate...
Feeling fear of bringing up commercial steps.
Making an assumption the client knows what to do.
Having much more comfort with content.
Whatever the issue, don't skip this step.
Having fun discussions with clients is great. It feels nice. You get to show off all you know. It's helpful.
But you can't help a client in a big way until you get hired.
And the fastest way to get hired is to bring it up.
Make The Ask.
Mo