A fractional CFO explains how to match your offer to what prospects actually care about by uncovering their goals, dreams, fears, and uncertainties. Real alignment takes months of follow-up because you're asking them to think in new ways.
What I talk about, everyone getting in touch with on the sales call, or five kind of emotional things, goals, dreams, aspirations, fears and uncertainties. When I talk about services later, I make sure that the services and the value that we provide are in alignment with things that they care about right now. This piece is something that you have to work towards. That's not a thing that you're going to have a call and have that answer. That's a thing that you're going to have to seed and massage, sometimes over three or four months. And because it just requires them to start thinking about things in coordinating thoughts in a way that they've never done it before.
