This helped me close a client every month

Nov 19, 2022
Read Time: 2 mins

Are you tired of hearing the word ‘NO’?

Me too 😅

There was a time when I was rejected for 7 months! I hopped on a call every month but always heard a NO.

The problem wasn’t my rate or my services. I know there’s a demand, and I know they can afford me.

So what was the problem?

I wasn’t giving them CLARITY.

I would go on and on about my process but they still had no idea what I was saying.

❌ They didn’t know what they were getting from branding.

❌ They also didn’t understand how it would directly help them overcome their challenges.

So I added this 1 thing to my Discovery Calls.

This has helped me FINALLY close a client every month.

My prospects now go from "I don't need this. I just want a logo." to "Wow, so this is how extensive branding is. I think the full package is necessary" — just like the client in this video.

So here's what I do now 👇🏻

Before talking about their budget, I make sure to SHOW them what exactly they get and how the branding process looks like.

For example, if you're a brand designer, show them documents you use in the creative process (e.g. concept boards/mood boards/stylescapes, discovery session decks, final presentations, style guides.)

If you work on strategy, show them the brand guidelines you created.

And when you show the output and the process, ALWAYS link it back to their goals, challenges, and future challenges.

So if you're experiencing multiple rejections, try to see:

  • Are you providing your prospects clarity?

  • Do they understand what they get from your services?

  • Can you clearly link your services back to their challenges and goals?

If you have a hard time doing this, then try showing your process instead of just saying it.

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