July 13, 2024

Let time “educate” clients for you

The longer someone suffers from a pain - especially if it’s getting worse or causing additional problems - the more they’ll be willing to pay to have it alleviated.

This is why it’s often better to work with experienced buyers who have been in business for a while.

Why?

Because time has taught them that certain things are worth a lot more than they thought way back when they were first starting out.

So...

If you offer high-level services (e.g., branding, positioning, leadership) and a prospect doesn’t see the value, the most effective thing to do might simply be to wait a year or two.

Yours,

—J