They want to expand their content marketing efforts. Or they’re launching a new division. Or they’re going after bigger clients. They want more of you, but they haven’t figured out the logistics.
Which is where many of us go wrong. We jump right to logistics. Instead of clarifying, selling and getting agreement on the vision first. We start talking about fees, timing, start date, people needed ... in other words, the “how” of the effort.
But the logistics won’t matter if you don’t have buy-in from the start. If they’re not sold on bringing you in, you can’t bridge that gap with logistics. The next time you discuss an exciting initiative with a client, don’t get into logistics too early.
Focus on what they want to accomplish, why it’s important and why they want you involved. Once you’re on the same page, then (and only then) should you get into the logistical weeds.
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