Giving prospects the complete solution attracts tire kickers who never buy. Instead, pointing out industry-specific problems you already understand proves expertise and draws serious, paying clients. This pattern holds in roughly 90% of calls.
I noticed that giving people all my value away slowed them down. They were like, oh, let me implement and then for sure I'll buy from you someday. Bullshit. They don't, right? And I realized that giving them insight instead, not giving them the answer, but proving that I have it led to more clients. It goes against the whole give value thing, but it's an observation that's worked for me. Like there is maybe 10% of calls where this doesn't happen. It happens in the other 90% where people, they join and they're like, dude, that thing you said about value versus insight, it's so true. Fuck these tire kickers. I'm like, yeah, that's right. Because in every industry I feel like there's UBS, unspoken bullshit that you can call out. So if you can call out the UBS with what you observe, you will attract people who are already doing the thing and they're disappointed. Usually people who have more money than people who haven't tried the thing.
