Captain’s log, stardate 20200220

Outreach vs The Why Conversation

Sent by Jonathan Stark on February 20th, 2020

When folks who regularly do outreach first learn about The Why Conversation, this question often crops up:

How do you ask the “why hire me?” question when it’s a potential client that you have reached out to first, rather than them coming to you?

Good question! Just make sure your outreach is about determining fit.

Something like, “Hey Bob! I help companies like yours increase conversions on their website traffic. Would you have 15 minutes for a quick phone call to see if working together would be a good fit?”

If they agree to hop on a call, remember that you aren’t going to launch into a sales pitch. You don’t need to persuade or convince them of anything. If fact, you should probably only talk about 10% of the time.

It’s just you interviewing them to see if they’d make a good client.

Yours,

—J