I use to work hard and meet with at least 10 people just to gain one client. Now, by asking the right questions, that go deeper, I now find the right clients in 2 or 3 meetings. I do this by finding the greatest pain or challenge that potential client is having. Then you must sit in that space. Most of us want to fix things right away, when actually this gives some relief in the moment, and it doesn’t fix the problem.
The work, the decision that potential client needs to make is, most of the time, made in the deep pain or challenge.
This decision allows them to work with you longer. The longer I work with someone the more I can help them. How about you?