Captain’s log, stardate 20220813
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:
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
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