I belong to a forum of business owners that meets for a few hours once a month to share stories, solve problems, and keep each other accountable. During last week’s session, the forum leader asked: What three business problems are keeping you up at night?
Your task today is to take 2 minutes to ask yourself that question. Grab a pen and paper, and scratch out your three answers. Go ahead, I’ll still be here.
Now, I’m going to take a guess: The first two came relatively easily, but the third required a bit deeper thinking, right? That’s what happened to me, and to everyone else in the group.
As the forum leader pointed out, that third sleep-stopper is likely the most important problem to solve for your business. Whereas the first two are ever-present in your mind and on your to-do list, #3 often lurks in the background. It may be that you don’t want to acknowledge that it’s an issue, or maybe it’s a more difficult, complex, or long-term problem that can’t be addressed easily or quickly.
Sales Tip: Ask Your Clients “What 3 Business Problems Keep You Up at Night?”
In addition to using this question as a reality check on your own freelance business, it makes a fantastic exercise to incorporate in your discussions with clients and prospective clients. For the former, it provides insights on the business problems they’re having that you might be able to help with. For the latter, that’s applicable too—but more important, you’ve probably made them think about something that they hadn’t considered. In fact, that’s my favorite comment I ever hear in a client meeting: “Huh. I haven’t thought about that before.” There’s no tool more powerful than that when it comes to selling your expertise and services.
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