When a prospect says they'll handle the work in-house, Nicolas Cole reframes it as your strength. Offer a three-month engagement where you document everything and train their team to take over. Turn their objection into your value proposition.
A lot of times when you hear the objection, I'll just do this internally, or I'll just have an employee do this, or I only want to do this for a little bit of time. The writer takes that as this like massive negative and they see it as a huge problem. They're like, they don't want me to do this. They want someone internally to do this. You have to pull back for a second and ask the question, okay, is it reasonable for me to think or assume that the moment the client starts paying me, I expect that they're going to pay me forever? My point here is that instead of viewing this as a negative, everyone here, you should actually view this as one of the easiest benefits and value propositions you can speak to. So instead of defending and going, "Let me explain to you why you shouldn't have this employee do this," notice how easily the conversation moves forward if we flip it and instead we say, "Absolutely. Actually, after we work together for 3 months, I can prep all of the documentation and I can train your team member or your employee. They can actually take it over from there." Instead of viewing it like, "Now I have to defend myself," you flip it to a positive and you say, "Actually, this is a big benefit." Benefit of my service.
What Every Writer Gets Wrong About Their Audience #writing #creator #writingtips
