Captain’s log, stardate 20220813

What if The Why Conversation doesn’t work?

Let’s say you have The Why Conversation with a prospective client, and they can’t come up with clear answers to your questions.

One of three things is probably going on:

  1. You need more practice conducting The Why Conversation. Solution? Get more leads.
  2. You’re not talking to the real buyer. Solution? Get past the gatekeeper.
  3. The buyer is operating on gut instinct. Solution? Propose a paid project discovery session.

Here’s the thing...

If you can’t figure out what needle the client wants to move, then you can’t be reasonably confident that you’ll succeed.

And if you aren’t reasonably confident that you’ll succeed, then why would you take their money?

Yours,

—J

P.S. Does it take you forever to write proposals?

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