Assume the sale
Monday 1/27/20...
I'm feeling a bit meh today. I didn't want the weekend to end which is pretty atypical for me. But, I'm human and it's perfectly fine for me to feel that way from time to time, so long as it's not something consistent.
I was a bit thrown off last week anyway without my morning run and an extra dog here. We were watching my in-laws' dog, so it was easier just to walk the two. Plus, my shoes were going to shit - my feet, legs, and back were getting sore and achy - so I bought some new running shoes this weekend.
Getting back to normal should set me right. It's also a lighter week because I don't have the newsletter. That leaves me more time to focus on sales.
I came up with a way to improve the client engagement process last week. Since I get paid by partners and not by my clients, I technically work with them for free. I've been trying to get them to agree to work with me, but what if I just assume the answer is always yes?
So rather than set up a consultation to help them evaluate the process, I just jump straight into making recommendations.
I'm able to get enough info based on our initial conversation and so long as I present a variety of vendor options, I'm adding more value to the conversation, streamlining the process, and removing added commitment from their side.
This not only shortens my own sales cycle but theoretically should reduce attrition by avoiding unnecessary commitment from my clients.
It's a unique business model so it's hard for me to follow others by example. The idea is to be helpful and provide as much value as possible to both my clients and my partners. The quicker I can bridge the gap between those two parties, the better for all three of us.
I tried this a bit last week and it just felt right. I spent more time actually trying to get in the mind of my clients - who would I want to work with, what's the best option for me moving forward?
I started vetting partners earlier which only helped to improve my own internal process.
I also attempt to convert partners into clients to fuel the network, but rather than asking them if they're looking to outsource work, what if I ask what their biggest challenge is and to rate it on a scale from 1-10?
Again, I'm getting too caught up in asking for business when I can just actually do the work.
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This is an entry from my personal daily journal and a snapshot of what it's like building my company, SIX3MEDIA. I started publishing these entries to hone my writing skills, reflect on my progress, and share my experiences first-hand.
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Thanks for reading, see ya tomorrow : )
- Dan