The final in a 3 part series on speed!
The first in our series was Make It Simple.
The second, Make The Ask.
So at this point you know how to...
(If you missed those prior lessons, just click the links above–they're important to understand before reading this article.)
Make The Time.
It's a common mistake...
Go over time.
These three Gs = three Cs.
Great content + Great discussion + Go over time = Complete Client Confusion.
Feels good in the moment.
Outcome bad for momentum.
How do you overcome it?
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Back to Lesson Three: Make The Time.
Here's a good rule of thumb for Make The Time.
Leave at least 15 minutes at the end of the meeting to talk through next steps.
Now compare this to going over time and relying on email to suggest next steps.
All combined, you'll get far less Yes's, delivered weeks later and likely in the wrong direction.
Make The Time to discuss your Ask in the meeting.
Even simple next steps take time to discuss, and even if you get a quick Yes, you can decide on the specific next action while you're together.
OK, let's take a step back, summarizing this entire three-part series.
Make It Simple says to design a rock simple next step.
Make The Ask says to make that ask in a clear way, showing obvious client benefit.
Make The Time says to reserve (at least) 15 minutes at the end of the meeting to Make The Ask and discuss it with the client, always with their best interest in mind.
This is gold.
Most experts fall in love with their content, practicing to no end on how to share all they know.
But few experts practice how they'll lead the conversation about next steps.
Next steps are the most important part.
Your clients love to learn from you. They love big conversations about all you know.
And you can help them in small ways in conversations like this. They'll leave the conversation a little better off than before.
But there's only one way to help them in BIG ways.
And the fastest way to speed things up in getting hired?
Follow these three lessons.
You know the craziest thing?
There's not many things in life where you can actually do less and accomplish more.
This is one of them.
Cover less content.
Talk more about next steps.
Make It Simple.
Make The Ask.
Make The Time.
Do these three things.
Everything will speed up.
And when things speed up...
You'll make the impact you want to make.