Many a sale has been lost to the dreaded, “Just as soon as we get our ducks in a row.”
If the one thing standing between you and a sale
Is your enthusiastic client
Being somewhat embarrassed by their current state of affairs
Which I suspect is one of the most common reasons for their stutter step
You might remind them that your job
As an expert in your field
Is Chief Ducks-Put-in-a-Rower.
Now, if that sounds like too much of a Dad joke
And I can’t say I blame you
You might:
Embed your onboarding into the sales process
And here’s how:
However many or few meetings you have
Treat them as if your new client has already purchased your services
Thereby shifting your whole focus
Toward getting them ready to begin
All the while
Asking as many questions as possible
About problems they’re facing
Problems their prospects come to them with
Problems that only you can solve
And putting their answers
In their words
In your proposal
Where you lay out precisely
In clear detail
Which problems will be solved
At the kickoff.
I’m here,
Kevin