Captain’s log, stardate 20220226
Potential clients will often reach out with a pretty specific ask for something they “want”.
These types of “wants” are for deliverables, not outcomes.
Clients never REALLY want deliverables.
What your clients REALLY want is some business outcome that they believe (perhaps wrongly!) the deliverable they asked for will unlock for them.
If you can push past the DELIVERABLE they asked for and get to the BUSINESS OUTCOME they actually want, then you’ll have a much better chance of increasing your income.