The key to unlock project service clients
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I’m going to provide you the key I used to unlock my first couple project service clients.
But first I want to tell you about Vinh Giang.
You’ve probably seen his videos where he helps people communicate more effectively…if not, look him up, he’s quite talented.
One of the key concepts he instills is: you can be 10/10 technically sound, but if you communicate at a 3/10 level, you will be viewed as 3/10 technically.
i.e. your ability to communicate is how people perceive you, no matter how good your skills are.
So how does this relate to me winning my first project service client?
Early on in my sales career I realized that it doesn’t matter how technically proficient you are, it matters how you communicate and what business benefits you can provide your client.
THAT’S what your clients care about.
So to win my first client, I listed out the problems my client was trying to solve, along with the value associated with each work item I would perform for him.
In all of my messaging, whether it was email or on Google Meet calls, I made everything tie back to his goal of growing his business from $100k ARR to $500k ARR.
If I would’ve gone on and on about technical garbage, he wouldn’t have cared: his goal was to increase his revenue, so everything I talked about tied to that.
This is the key.
Here’s my simple proposal that I walked through with him:
When I asked if my scope and proposal was reasonable, the answer was an enthusiastic yes to get started.
Notice how I mention nothing about how smart or technically proficient I am…I’m simply showing him the value of problems I can solve for him and when I spoke with him, all things tied back to growing his ARR.
I just replicated this exact approach with another client yesterday and will now be helping him grow his business through email marketing.
Head here if you’d like my help attracting and closing your first client.
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Cheer to Accelerating your Solopreneur Sales!
-Matt Barron
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