The Desert of Arizona
Clear 48 Degrees
Ever had one of those situations where you’re talking to a prospective client you KNOW is about to become a real client?
That’s a great feeling isn’t it? You know you’re getting a new client. You know you’re generating income. You know things are moving in the right direction and you feel pretty good!
So you keep talking about everything you’re going to do for this client. You keep talking to PROVE that the client is making a good decision.
You just keep talking and talking and talking. Eventually, you see the client take one of those fake breaths that’s really a disguise for a yawn. You see the glazed over look in their eyes first, but then it comes. They try to yawn without you noticing.
Pretty much the only thing that’s worse than not getting a sale is talking yourself out of one (or the NEXT one) after you already have it.
And yet, we do this again and again.
But there’s an easy fix really. And it’s a fix that has lasting benefits at many levels of your business.
Clients will never get tired of you talking about what they want. And what they want is not your service, but what your service ultimately gets them. That’s why they are talking with you. That’s what they care about.
So if you HAVE to talk, talk about that. That means you don’t talk about you. Instead, your talking is focused on painting a more vivid picture of what the client wants–of that future result you will help them achieve.
When you focus energy on what they want, you are blowing air into a balloon that they find interesting. When you blab all about all of the things YOU are going to do, air goes out of that balloon. Pretty soon, that glamorous result sounds a lot like a series of big potential headaches to your client.
Focus on what matters… to them.