They’ve explained to their potential client that they can save them time, even gone as far as working out exactly how much time, but they still didn’t bite.
“I’ve could give them back 3 hours a day – they could do more business with that time. What went wrong?”
So, I ask them a few simple questions:
What’s £1 plus £1?
£2
What’s 1 hour plus 1 hour?
2 hours
What’s £1 plus 1 hour?
I get a funny look with that last question, but that’s exactly where they left their potential client.
Trying to calculate numbers that just don’t compute.
Although it’s obvious to us, the provider, what the implications of using our service are, we should never assume that it’s the same for the buyer.
Even for the simplest stuff.
Especially for the simplest stuff.
Time isn’t money until it’s in the same unit – currency.
So, finish the equation to help your client see the potential when working with you.
About the contributor
Ian Genius
I teach solopreneurs what to say in f2f and zoom meetings to convert more clients. It doesn’t matter how fantastic your service or product is, before clients can ‘use’ you they have to ‘choose’ you. And do potential clients always make the best choices?
No, they don't. I show you how to demonstrate your value so that clients make the best choice and use you far more often.