By the Ocean
Partly Cloudy 75 Degrees
6:04 a.m.
“What makes you think that’s the best thing to do here?”
That single phrase marked the beginning of a turn in my career years ago as a marketing consultant and copywriter.
Jason 1.0 would not have been capable of asking a prospective client such a simple and direct question. Jason 1.0 just wanted to be liked. And in his world, creating “confrontation” of any kind put achieving that goal in jeopardy.
Jason 2.0 was different. He was less interested in being liked and more interested in being useful.
So when this specific client asked me to rewrite a few pages on his website to better attract land investors from across the world, Jason 2.0, the marketing expert, asked the prospective client, not a marketing expert, the obvious question:
“What makes you think that’s the best thing to do here?”
That single phrase transformed what would have been a $1,000 engagement into a $15,000 engagement.
11 words. 14 thousand dollar difference. Each of those words generated $1272 in additional revenue that would not have existed without those words.
When you get clear that “selling” is serving, everything changes about how you view the process.
Your energy changes. Your approach changes. The words you use and the power behind those words shift.
Selling got a bad name because the guys doing it forgot to work on themselves. And they projected all of their insecurities on the outside world. This creates a total mess. That’s why everyone hates being sold and anyone with honor and integrity doesn’t venture anywhere near the slime-based approach.
Luckily, it doesn’t have to work that way. The good news is that you don’t have to memorize a long list of strategies or tactics to make the change. You simply have to make the shift on the inside. The words and actions flow from that shift naturally.
That “shift” is just a small piece of what we’ll be covering starting May 12 during “How to Sell Yourself.” It’s a completely authentic, simple and powerful approach to what the rest of the world calls “selling.”