101. The 2 MOST Effective Ways To Get A Know-It-All Client To Listen

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I absolutely love working with super smart clients, especially the ones that understand numbers. We can typically make a lot more progress a lot more quickly when they come in with a fundamental understanding of how numbers work. But the for real real is it can be really challenging to sell to leads that have a fundamental understanding of numbers, particularly people like engineers or people that have MBAs and degrees like that, but you still gotta sell to them. In today's episode, I'm gonna give you some really specific gu on how you can sell fractional CFO services to people that already understand numbers. They're already comfortable with numbers, particularly when they tend to be alpha males, the ones that might have a little bit of the stronger egos, if you will. So in today's episode of the CFO Report, I'm going to walk you through exactly how I sell to people that are already strong with numbers, and I'm going to give you some really specific guidance on how to do it when working with confident alpha males. Without further ado, let's, let's dive in.

You're an engineer, right? So my question is, I agree. How do you. How do you sell an engineer? So they're super smart. They could figure out almost anything, right? Yeah, but like, so why do they need you kind of thing. Right. I'm answering my own question in a way because as you went through the first presentation, I'm going, okay, well, what kind of mindset do they have? What kind of ways of thinking do they have? Are they actually driving actions? Like, do they have intentionality around their own finances? So I've got like six points here of where we fit in. But. But I guess my bottom line is like, do you. These are kind of ego guys and they, you know, they know they're smart and they're successful and stuff, but do you, like, you push them? Do you try to point out the gap between where they're performing now, where they could be performing? Like, what kind of buttons do you kind of press to. To get an engineer to say, yeah, like, they didn't learn everything on their own. They had teachers. Right. So they do understand that other people actually know stuff to a different level than they know. So, you know. Yeah, that kind of thing.

Have you done. Are you in the CFO academy?

I can't remember.

Sorry. Yeah, I'm working my way through the modules.

Have you done Playbook three on sales yet?

Yes.

Okay. A lot of the answers there. So what you, like, really hit on them, giving you their pain points. The goals, dreams, aspirations, fears and uncertainties with an engineer. I really want you to hit hard on the fears and uncertainties and really get them to articulate.

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Then what I want you to do is really show them that gap of hey, what you've been doing hasn't been working. Right. You've been doing this thing, it hasn't been working. And so in order to get past that, we have to adopt a new way of thinking and new actions and use those kind of words with an engineer. Don't, don't try to subvert it. Like really be like intentional. Been overt about it and say, isn't it true that what you've been doing hasn't been working? Yes. Okay, I can show you what to do differently. I can show you a different way to think. We're going to bring in some new tools and this isn't, you know, whether or not you're smart or if you understand numbers.

Right.

That's not what this is about. This is about thinking differently. And what I'm going to do is I'm going to teach you how to think differently.

Right.

And I would hit them with that. Like, it's a different way of thinking. It's a different skill set. With the ego thing, you might even want to work this in. I just thought of this. I got to use it sometime. I would say I'm going to be honest with you. You're going to have a head start.

Over a lot of the clients that.

I've worked with because you already understand numbers. You're going to have a head start. My guess is where most people would be here after six months. I bet you're here because you already really appeal to the ego of, like, you know. Yeah, probably. You're probably right. Yeah, I'll probably be ahead of them. Anytime you can do a challenge, use your hands like I did here versus here. Like those alpha male numbers ego kind of guys, they love it when you hit them with a challenge and tell them, like, you know, you'll be ahead of most people real quick.

Right? Right.

I think that'll serve you well.

I like it. Awesome.

Does that answer your question?

Yes, it does. Thanks.

All right, my friends, I hope you found this episode helpful. If you did, it would mean the world to me if you would leave a five star review on Apple podcasts, Google podcasts, Spotify, wherever you're listening to this episode. In the meantime, I can't wait to see you back right here next week. I'll see you then.