Einstein believed that how well you define a problem determines how well you solve it.

I think a similar conclusion can be made about selling clients…

The person that can best define the problem, is assumed to be the best person to solve it.

Think about it…

If you go to the doctor because you’ve got severe pain in your abdomen and they determine that you’re going to need your appendix removed, don’t you assume that they might also be able to perform the surgery?

Or, do you just thank the doc for their time, walk out, and hope that that pain solves itself.

NO.  You schedule the dang surgery.

The person that points out what’s wrong is the one most likely to get hired to fix it.

If you’re the person that can help your client understand things like…

… what’s keeping them from getting more customer activity online

… what to expect from digital marketing

… how their website or reviews is slowing their lead flow

… how they are not targeting the right people

Then, they’ll assume you know how to fix it.

Most of your competitors are order takers.

(This is not good.)

They’re waiting for gravity forms to dish up another lead or for their phone to ring.

Instead of diagnosing a client's issue, they just wait for the client to tell them what they need and then copy and paste an old proposal, email it over and hope that they get hired for the job.

Be better than your lazy competition.

Show the client what’s wrong.  Dig.  Ask them what hurts.  Dig.  Figure out what they want instead.  Clarify.  Paint a new picture of what’s possible.

Then, walk them through the proposal and smile all the way to the bank.

If you want to get better at defining the problem, I have a client interview form that I use while asking clients questions that help me dig for the right pain points.  

Want a copy? DM me on Facebook or Instagram and I’ll get you set up with member access to the client interview form. Mention “Initial Discussion” so I know which video to send you.