"The biggest mistake I see is treating sales as a closing game. It's not. It's a filtering game. When you approach a sales call needing the deal, clients can feel it immediately. Desperation lowers perceived value. Confidence increases it. The irony is that the more willing you are to walk away, the more likely you are to close."
"Instead of obsessing over converting one lead, focus on generating many. If you need two clients, aim for 10 conversations. Your goal is to disqualify most of them. When clients sense that you're selective, the dynamic shifts. They start to feel like they need to earn the opportunity to work with you. That shift alone changes how strategy is perceived."
"Most people undersell themselves by being vague. They say things like 'I help brands with strategy' or 'I support businesses with content.' That forces the client to do extra work to figure out how to use you. Instead of describing your role, describe the outcome. Specificity converts. Clarity creates demand."
Strategy services are challenging to sell due to their intangible nature—clients cannot visualize the offering upfront. Success requires reframing the sales process as selective filtering rather than desperate closing. Building leverage through multiple conversations allows you to disqualify unsuitable prospects, shifting client perception from viewing strategy as optional to seeing it as scarce expertise. Positioning is critical: avoid vague descriptions of your role and instead articulate specific outcomes you deliver. Clarity and specificity in how you communicate your value create demand and convert prospects more effectively than generic titles or service descriptions.
Read at Forbes
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