How To Negotiate

From my experience, I think it’s safe to assume all prospects and leads that contact you have the same default answer: no.

Yes, they need work done, but they go into conversations assuming many things already.

• “You’re too expensive”
• “You’re too far away”
• “You’re too close”
• “Your team is too big”
• “Your team is too small”

And the list goes on.

Almost every client initially turns my business down and list a few of the examples above.

I remember pitching to a prospect here in LA and being told, “you’re not the typical firm we would call for this job.” Now that was blunt.

But instead of taking the high road, I doubled-down and said, “you’re right. We’re not the typical firm you’d hire for this job. But the only thing I need to ask you is this: do you want work from a typical firm because you want typical work? Because that’s not what we are; we’re unconventional.”

It was this communication tactic that got us the job. There’s no magic formula to this stuff. It’s the simple action of using the client’s own language to try to understand what it is that they want.

Yes, this takes practice, and yes, it allows you to expand the conversation with clients, but it’s not as easy as 1, 2, 3.

In this course, I take you through the methodology of the Socratic Six (double-down is just one of the methods) to find out what clients want, and learn how to best communicate with them.

Negotiating is nerve-wracking. I know. But with the right preparation, you can take your negotiation skills to the next level, and be more confident in your communication.

I hope you’ll join me in this course. It’s an important one you—and your business—don’t want to miss.