When a client says they need more customers, they usually mean they want more customers. What they actually need is a system to generate leads consistently. Address what they say while solving what they really need.
Can you give me an example of the difference between a want and a need in this instance? Sure. Sure. So a lot of people will come to me and they'll say, oh, I need more clients. Okay. That's the language that they use. Okay. But what's really going on is they don't have a system in place. Okay. You're speaking to the want. The want more clients. Okay. You're speaking to their want, even though you know as the business owner that it's because they don't have a system or process in place. You know, they're not going to identify with that. They just don't— they don't get that. But they do get that they need leads. So you're speaking to the want, what they tell you they want. Okay. Does that make sense? That you fulfill what they actually need? Yes. Which is that system in that example.
