January 4, 2023

Kissing Frogs

Consider two scenarios:

Scenario 1

You got four project leads last year.

You wrote and submitted a project proposal for each.

All of the prospective buyers negotiated hard.

You made pricing concessions in every case.

You closed two of the deals.

You were maxed out all year delivering the two projects.

You were stressed out for most of the year because you spent so much time:

• ✅ Managing unrealistic expectations
• ✅ Wrestling with scope creep
• ✅ Fighting about the “right” things to do
• ✅ Conceding to do some unpaid work
• ✅ Feeling like you were barely breaking even

Scenario 2

You got forty project leads last year.

You wrote and submitted a project proposal for the two highest-value engagements.

Both prospective buyers accepted your prices without negotiation.

You closed both of the deals.

You were NOT maxed out all year delivering the two projects.

You were NOT stressed out for most of the year because you didn’t have to spend much time:

• ❌ Managing unrealistic expectations
• ❌ Wrestling with scope creep
• ❌ Fighting about the “right” things to do
• ❌ Conceding to do some unpaid work
• ❌ Feeling like you were barely breaking even

Here’s the thing...

Trying to turn bad clients into good clients is a much harder problem to solve than getting good clients in the first place.

How do you get good clients in the first place?

10x the number of prospects you talk to so you can cherry-pick the best of the bunch.

Yours,

—J

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