You know that look on someone’s face when you’re describing a dream you had last night?

You’re so into your story that you don’t realize they’re reacting with one of these three faces:

These are the same emotions you elicit when you:

• Approach a prospect call cold
• Rely simply on your ability to pull insights from your back pocket
• Repeat stale talking points about a previous engagement

Seriously, freeze-frame a recorded Zoom call, and you'll usually find one of these usual suspects.

Now, do these faces look like someone who would want to work with you?

…someone who would go up to bat internally to find funding to hire you?

…someone who trusts you??

Focusing early client conversations around a clear, applicable, and tangible POV on your client’s most urgent problem can help you skip the befuddled stage and start crafting a collaborative solution.

A solution you dream up together.

💡

-Wes