Eric breaks down why prospects say they'll do it themselves: you didn't make the problem feel big enough or urgent enough during discovery. He uses a doctor refusing to operate on your own appendix to show how absurd it is when the stakes are actually clear.
All right, so let's say the prospect says, hey, I'm going to try to do this myself. You're going through your entire call, you get to the end, they say, hey, this sounds good, Eric, but I'm going to try to do this myself. What do you do then? Well, the first thing we want to look at is what did we say? Or not say? Or how did we not build a big enough gap in the discovery section of the call so that they would think that they could do it themselves? Because if you really think about it, these people can't do it themselves. And that's why they're on the call with you in the first place, is because they. They can't do it themselves. So them saying that naturally means that we didn't establish a big enough gap on our actual call, or it's not a big enough problem to them to where they think they need outside help. It's kind of like you going to a doctor. They end up diagnosing you. They say that your appendix has burst, and then you say, well, you know, it's not that bad. I think I'm going to try to do it myself. I'm going to try to, like, fix it myself. That's absolutely ridiculous. Like, you wouldn't say that.
