FAIR OR NOT - ADD IT ANYWAY
Sometimes, other peoples, incessant hesitations, are frustrating. They can make Hamlet seem like a resolute decision-maker. They may seem unable to make a decision even after several calls, many emails and tons of testimonials, sizzle-reels, and what have yous.
When this happens, stop thinking what you are (likely) thinking and tease out their concerns to add them to your accusation list. They may still hesitate (although I doubt it
), but at least you will have something to show for all the time you spent.
If they ‘don’t get it,’ then you didn’t sell it. It is a bitter pill to swallow, I know. Sometimes it even feels like we’re on a diet of these bitter little things.
The thing is that we’re not a single one of us is as sober in professional matters as we like to believe. Your business is likely to be on your mind most of your waking hours. That will distort your ability to see your business from the outside. One classic error is not to realize that people have no idea what you are selling, because your value-statement has become too abstract.
I have done this more times than I like to admit. And still do from time to time.
If you don’t believe me, take a stroll down the newsfeed on LinkedIn, you’ll see many abstract value-proposition and considerably fewer specific value-adds from speakers. The abstract value-propositions require cognitive work by the reader, who is busy doing other stuff.
It will probably not happen.
Do your business a favor and suspend your judgment of other people’s reasons for disbelieving you. Only your pride cares if they are being fair or not. And pride should never be in the driver’s seat.