One seemingly tiny communication mistake cost me a consulting client back in the day.
The conversation started well and he told me about his business.
A few mins into the meeting I asked him what his challenges were.
He said, “Deal flow.”
I said “Great, that’s what we do. We help you generate leads.”
We chatted for a bit…but in the end he said he wasn’t interested.
Although I asked him why not, he was evasive.
I knew my solution could solve his problem, but I let it go.
A few weeks later I happened to bump into him somewhere and asked him why he said no.
He replied, “I wasn’t fully into all of the lead generation stuff you were talking about.”
That’s when it hit me: I’d used the wrong language.
He wanted DEAL flow. I offered LEAD generation.
I realized that the right “language” is so critical when trying to get through to someone.
Every person, business, industry has their own lingo, terminology and slang they’re used to.
For our messages to resonate, it’s on us consultants to use our prospects’ “language”.
I was off just by one letter (Deal vs. Lead). But in sales, small things make a big difference.
This is the Part 5 of 5 of the NailYourConsultingMessage series. Click the hashtag to find the other posts in the series.
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