Captain’s log, stardate 20191025
Sent by Jonathan Stark on October 26th, 2019
If a client agrees to pay you for your assistance, it’s because they believe that you are going to make a change happen for them personally or for their business.
This is the only reason.
They believe that giving you some money will result in a change for them, and that that change will be worth more to them than the price you set.
I mean seriously… think about it…
Why else would they agree to give you their money?!
Here’s the thing…
Clients almost never tell you initially what result they desire. Often, they don’t even know it on a conscious level. You have to have a conversation with them to help uncover what outcome they believe you can unlock for them.
If you don’t know what result they desire, what are the chances that you’ll be able to deliver it? That’s like taking free throws in the dark… I don’t care how good a basketball player you are, your odds of scoring points are not great.