The Desert of Arizona
Cloudy 66 Degrees
There’s an enormous difference between a client you SELL on buying you and a client who DISCOVERS an opportunity to buy you.
The Platform model is about discovery. You engineer the system that allows your prospect to meander her way to your products and services without pressure or coercion from you.
You allow the discovery. You wait for the discovery.
Next Rainmaker Roundtable Meeting: Tuesday July 28
Last call for next week’s meeting of the Rainmaker Roundtable. It’s a monthly group online mastermind video meeting. Each member gets time to talk through with me and the group whatever business issues are holding you back. And you get to connect with other wicked smaht people.
Could be marketing, could be client management, or systems strategy for getting “discovered” or fee structure. Whatever it is, we deal with it and help you move forward.
(If you are a current Rainmaker Letter subscriber and want to upgrade, contact me before Monday.)
And when that happens, you have a much higher quality customer or client to show for it.
It’s slow, it’s predictable and it keeps you positioned as THE trusted advisor. You are trusted because you’ve shown there’s a reason to be trusted. You have allowed the priorities and interests of your prospect to trump your own. It’s not a marketing trick, it’s called “treating people with respect” instead of treating them like “prospects.”
Why would you go to all of this trouble? Why not just cut to the chase and close the deal?
Well, you certainly can. But that’s not the route I’ve chosen.
I’m not selling widgets, I’m selling me. And selling ME is far more complicated. When any human is involved, things tend to get complicated. With TWO humans involved, the complexity is far worse.
So I remove myself from the equation. I remove my “intentions.” I remove my “agenda.” I allow people to find me or to go on their way. I don’t care which happens because I’ve built systems that allow the right people to end up working with me.
I think it’s completely counterintuitive. And I’m sure my mugshot is hanging on the wall of shame at some National Association of Traditional Selling convention somewhere. But that’s OK.
When you find what works for you, you just do that. Everyone has their own rhythm. Everyone has their own path through. The way you become an Incomparable Expert is to do the work to find that path for you, not to just copy someone else’s path. That’s the opposite of Incomparable.
But if you have a choice, my recommendation would be to engineer things so you get DISCOVERED and leave the hard nosed selling to someone else.