Practical thinkers want details and all their questions drive around one thing: making a safe choice.
Give them everything they need to make you the safe choice, whether that’s timelines, hours invested, or the list of things that can go wrong and what you will do when that happens.
Be early on everything. Arrive to meetings early, and deliver work ahead of schedule. If you’re doing things early, you’re sending a message that you are the safe choice.
Avoid the trap of skipping over the details. Engage on the details and dive into them to reassure the other person that you are the safe and correct choice. This doesn’t always have to be done by you as long as the person who’s responsible for the client communicates that.
Mentioned in this Episode:
Brian Caffarelli's Favorite Business Development Strategy - podcasts.apple.com/us/podcast/real-relationships-real-revenue-video-edition/id1511029567?i=1000554179371
Real Relationships Real Revenue - Audio Edition | Invest in Relationships to Build Your Business and Your Career