What's On My Mind

This the first in a three-part series on getting to yes.

Let's say a client is at least mildly interested in hiring you.

This is the first of three hurdles you need to overcome.

I guarantee this is what they're thinking...

Do I want to focus on this work?

They might have a need.

You might have the solution.

But that doesn't mean it's a higher priority than other things they could do.

There are four things to consider to get past this hurdle.

I'll share them below!

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What's Worth Lingering On

OK, back to the first question in the client's mind...

Do I want to focus on this work?

If you notice hesitation, there are four things the client might be hung up on:

  • Is this work a strategic priority over other things I could do?
  • Does this work provide an ROI higher than other things we could pursue?
  • Is this work safe to execute?
  • Would all the various constituents be excited about doing this?

Sometimes clients will be ready to go. If so, don't worry about this at all.

But if they're not, hesitation will usually boil down to one of these things.

If you sense some slowness, there's one sure-fire way to find out what's hiding behind the hesitation.

It's a super crazy technique.

Mind blowing.

You know what it is?

Ask them.


ps. Next week we'll cover the 2nd of the 3 hurdles...

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