The Desert of Arizona
Sunny 78 Degrees
“What can you do for me?”
That question comes pretty often from prospective clients. And it generally comes in two flavors.
The first flavor uses a tone that implies you’re speaking to a very qualified prospect. That’s the tone where they’re genuinely interested in what you do and how it might help them.
The second flavor uses the tone that implies that you need to prove yourself to your prospect to get hired. It’s more of a test.
This second flavor is valuable, because it tells you right away what type of prospect you’re speaking with.
The smart way to answer this question is this:
“I have no idea what I can do for you… maybe nothing. Why don’t you tell me about what you’re doing and what you’re trying to achieve here?”
I think I first heard this type of answer from some old David Sandler recordings I got the opportunity to listen to. If you don’t know who that is, look him up.
The power of it is in its simplicity. It’s just so straightforward and direct, without communicating any attitude, that I find it quite valuable to put in the tool belt.
These phrases are things you can memorize. But that’s not really where the value is hiding. The value is something that comes later.
Because after you’ve said this enough, you start to actually FEEL what that non-attachment feeling feels like. You stop feeling needy. It’s kind of a clever way to reverse engineer it, but it works.
I didn’t read that in a book, I learned it by trying it. I said the words, I did the actions. And then one day, I caught myself actually BELIEVING it. And there was no turning back from there.
Over the years, I’ve learned a lot of things that work when you’re attracting and working with clients. Especially stuff about shifting your mindset.
I’ve put a lot of those things into Client Mastery. And now you can get it all in one big package.