Listen to The REAL Truth about business Podcast

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Have you ever found yourself talking with a prospective client and the whole conversation seems to be around why they need to work with someone in your industry? If you answered “yes” to this, it’s time to flip your script. As you go into the new year, there is a phrase that I would encourage you to take with you. That phrase is “You are not in the business of convincing.”  


Here’s what I mean… 

As solopreneurs and freelancers, we have all kinds of conversations with people. They ask us all kinds of questions and of course, we want to provide them with information and let them know how we can serve them and how we can solve their problem. All of that is 100% necessary. 

However, what is unnecessary is this business of trying to convince people why they need you. It is not up to you to try and convince someone WHY working with a copywriter, for example, is best for them.  You want to work with someone who already knows they need a copywriter, they just aren’t sure WHO is the best fit for them. So you want to work with someone who has already made that decision to take whatever it is you do off of their plate.


You don’t want to attract the wrong people.

When you try to convince people why they need to work with you, most of the time it doesn’t end up being the right client. Read that again for good measure. So if you’re in that position, there’s a really easy way to just say, “This is what I do. Here’s how I can help. And here’s how I best serve my clients.” Leave it at that and let them make that decision on their own. 

If they aren’t ready, then they aren’t ready at that time. This doesn’t mean they won’t be in the right place in a few months. Then, when they come to you again, they’re going to be ready to take action. They’re going to be ready to outsource and be less micromanaging. 


It is still your job to sell them on why YOU are the right fit for the job.

You need to spend your time educating your audience why you are THE expert and leave the convincing behind. So you still have to sell yourself, but the people that you’re selling yourself to already know that they need you. They just don’t know you are the person that they need. 

Stand true to your offers, who you serve, and what you know is going to get the best results for your clients. If somebody doesn’t value that, then they don’t see a big enough return on investment. They don’t see a big enough need for it yet. 

Give them time to see that need and how other people are getting the return on investment. Then, when they come back to you, they’re ready to make that decision. They are coming at you with a completely different mindset. That is where you want to do business with people. Not with the ones that you’re trying to convince. 


We’ve all been there at some point.

I spent years trying to convince people why they needed a business coach. So I created content around it. Do you know what that did? It attracted the wrong people. That doesn’t mean they’re bad people. It just means it attracted the wrong people because the people coming then think that you’re going to bring a miracle to their business. That’s the mindset that I’ve seen in my own personal experience.


In 2022, leave the convincing behind.

Put up reminders that you are not in the business of convincing people. Post it notes are great for this because you can put them up in multiple places. Stand in your expert status. Build your authority on the solutions that you provide, how you help people, and on the results you deliver to your clients.

I will promise you that the best clients already know that they need you. It’s on you and your content to prove to them that YOU are the best fit for them. That’s the only “convincing” that you need to do. 

I’d love to hear your experiences.

Come share them with me in my Facebook Group. Join me in Fully Booked Solopreneurs & Freelancers. If you’re not there yet, get in there. It’s so fun and the BEST place to be on Facebook. I can promise you that.


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Connect with Michelle-

Have Questions? Let’s have a Cup of Virtual Coffee!



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