How you approach each conversation makes all the difference in the world. Facts tell, stories sell. You have to learn to connect emotionally to the needs, desires, fears, and frustrations of the prospects before you can FACTUALLY communicate their options in an effective way.
If you try to communicate like Mr. Spock on Star Trek, or Joe Friday, the detective “Just the facts, Maam.” you will never be able to scale your business effectively or generate happy referrals from your smaller-than-necessary client base.
The most effective thing you can do is work on your ability to EMPATHIZE and communicate based on THEIR world view, not yours. You can only do that with a huge emphasis on listening vs. telling every fact that you know.
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