Same Side So – It happens so often that someone says “Oh

It happens so often that someone says, “Oh, I want to solve our computer problems. “And people come back and wait 90% for it because someone said, “Oh, they contacted us to talk about computer problems. “But if you ask the question, “What if you don’t solve it?” “Oh nothing, it’s been going on for years. These are things like .. Then someone said, “Yes, we have a computer problem. “And what you’re trying to do is curious to see if they can convince you that the problem is really worth solving. So, in this previous example, when I said, “Well, our clients, these law firms come to us when they face these problems. “Note that after describing the problems we solve with excellent results, I said, “But not everyone we talk to is the right partner to solve this problem. “And somebody say, “Oh, you’re not like all the salespeople who swear, Oh yes, we have the perfect solution for you. Ian Altman: Because they ask a question like, “Who makes the decisions?” When you ask that question, it’s like, “Well, John, I know the company wouldn’t trust you for that. But what about. ? I mean, I also know that How I get calls all the time: “I have a website down, I come to fix it, that’s the problem, but that’s not the real problem. Ian Altman: And if you put yourself in that context, they won’t say, “Oh, you know, I need a digital marketing company because I have digital marketing on Google and nothing has interfered. “Isn’t that right? That’s not going to happen. I can take you to the tennis elbow operation next Tuesday. “I don’t have tennis elbow. “Okay, what if I quit? What if I bring you here on Monday instead of Tuesday?” “Okay, what if I expected it? And I mean, it’s like, “But I don’t think I have tennis elbow. “And it’s like, “Dude, I don’t think I have the condition that you treat them. “It’s like, you know, just that’s how it feels. When I say, “Your task is first and foremost to determine if these people have a problem that needs to be solved. And you can be totally transparent to customers and say, “Look, we don’t know if this will have enough effect to benefit you. But we probably won’t pay that much because we won’t get any real leads anyway. “I know why you don’t have any leads. “But you know, this is one of those cases where I’d rather not take it out on that person. But this doesn’t affect the number of people who walk through the door and the number of people who buy our products. “Or, “I’m tired of spending money on things. Then ask a simple question that says, “What’s the best way to involve these people so they feel comfortable with you? And what we have now is this piece of paper that In fact, we produce these magazines that people can use, these Same Side Quadrant Journals. “Our clients come to us when faced with one of two or three big problems as a law firm. “One of them is that they have problems with the computer that makes them lose work and billable time. But what they can do is say, “Look, people come to us because only they ” Today, they don’t feel like they have a plan. “Well, it really bothers them. And: “Man, from zero to ten, how do you think you’re well-positioned for this today? And it’s like, “Oh, I don’t know, like a five. “Okay. Okay. Ian Altman: Is it important enough for us to help you find a solution? Because there are boring things that people face, but they will never spend money to try to fix them. It’s not a beauty pageant: “Take me, take me. It’s more than that: “Do I have anything of value to you?” And can I help you better than anyone else? And if that’s the case, we have something to discuss.