My Mistakes, Your Advantage (5 Key Lessons After Fumbling a Client)

Yesterday, I conducted a sales call with a potential client after spending the past week auditing his business (which needs automation BADLY).

For me, this would have been my biggest deal yet (a $4,997 system).

I created the most beautiful slide deck in Gamma that I rehearsed 7 times. Everything was polished to perfection.

When it came time to deliver my pitch, I started strong. I had him nodding, agreeing, and giving positive feedback.

Slowly, he started getting quiet, hesitating, and rambling about unrelated concerns. After reflecting on that call, I realized exactly where and why he started getting nervous.

So I decided to share these 5 key lessons learned with each of you so you can learn from my mistakes, and increase your chances of closing your next client.

(FYI: I wrote these for myself initially, then copied and pasted them into this post.)

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🔑 1. When prospects agree with your diagnosis about their problem, take it as a green light to just move on. Don’t continue wasting time trying to get them to understand how bad their situation is. If they agree with your assessment, move on.

🔑 2. When discussing pricing, NEVER suggest reducing the price, even if they balk. ONLY suggest tightening the scope if necessary. When you’re quick to negotiate pricing, you look like you don’t stand by your offer. You can show flexibility without weakening your sell.

🔑 3. It helps to create a slide/diagram (I call it a “Systems Boundary Map”) to illustrate how the solution will fit into their current tool architecture. This helps them understand how the solution will be compatible for their specific business.

🔑 4. Never let the prospect derail the conversation with their concerns (even if it seems unrelated). This is a form of resistance (remember Block’s “Flawless Consulting”). Instead, get them to clearly name the concern in a few words (interrupt if you have to), promise to address it later, and move on. Nothing kills your authority like letting them snatch the mic out of your hand.

🔑 5. At the end, give them a clear, actionable decision to make (i.e. “I recommend we either get started with [core offer] today or start with [lower commitment offer], then decide if we want to upgrade by this Friday. Should we schedule a call for Friday?” FOR THE LOVE OF GOD, do NOT leave the ball in their court by telling them to “think about it and get back to you later.” You are giving them a free pass to disappear into the void forever. Show leadership and authority by guiding their decisions.

Learn from my mistakes. Hope these help 🤝

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