Had a client send me their sales call…

during the first portion of the call

their prospect deliberately spelled out what success meant for them.

Now, all my client has to do is associate their work

to the end outcome, the prospect wants to experience

(there’s a lot more to how we’re doing that with the proposal and sales process)

but the lesson is simple:

1 – don’t make promises you can’t control to your clients
2 – let the client tell you the value they want to receive
3 – tie back your deliverables as stepping stones to get what the client wants