The Other Side Of The Table 🪑

Put yourself in their shoes

So you have a big proposal being reviewed by a prospect, one that will change your financial picture and open many doors. It feels good, right?

Yet you hear nothing back from them about your proposal for weeks. 

Crickets. 

You wonder why they haven’t responded. What do these people do all day? 

Just sit around and wait for you? 

Not exactly. Their lack of response probably isn’t personal. It’s probably just the reality of being an “in-house” team member at a company big enough to afford your services.

Here’s the typical day in the life of your prospective client. 

8 AM—Get to the office before their boss does (or sign on to team chat to indicate they are online) - this is how you get promoted, after all! 

9 AM—12 PM—Meetings with vendors, partners, internal stakeholders, etc. Back to back to back to back. 

12-12:05 PM—Sneak lunch in at your desk while listening to a demo from a software vendor who will not stop calling. 

12:55 PM—Recover your brain from the trauma of a software pitch in which the vendor wanted a commitment on the spot. 

1-5 PM—Meetings about planning next year, next quarter, budget cuts, vendor contracts, product branding, customer service, call centers, recalls, and more. 

5-6 PM—Respond to emails that came in during the day while waiting for the "big boss" to leave so you can finally leave the office without looking lazy. 

Rinse and repeat the next day and the day after that… 

Yeah, your clients aren't avoiding you. They don't even have time to think about you.

So knowing this reality, how would you adjust your approach to make their lives easier? 

What buttons can you push to make your services the solution to this problem, not just another problem they aren’t prepared to address?

That’s the million-dollar question. To understand what’s waiting for you on the other side and to offer hope and understanding. 

Not to sound like a broken record, but my new book Service Stacking helps you be the solution to your client's problems. Be sure to give it a read by going to servicestacking.com

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Service Stacking

Learn about my new book, featuring the game-changing strategy of "service stacking." Learn how bundling services can deepen client relationships and boost repeat business, setting a foundation for sustainable growth in any service-oriented enterprise.