Being a solopreneur means I wear a lot of different ‘hats’ at the same time.

I am the salesman, troubleshooter, manager and owner of my one-person business.

Recently, I have begun to employ a new trick from Alex Hormozi to help close more clients.

The trick is to sell implementation, not knowledge. This works for any business scenario. I have combined this with the idea of selling results, not ‘how to’. Whilst this is obvious in nature, it’s changed how I handle client calls completely.

Before using this method, I would jump on a client call and share as much information as possible to display my ability and hope that would convince them to believe I am the right candidate for the job.

Introducing this into how I pitch myself has meant that when I am on calls, I share my knowledge to display that I am up to date with the latest trends, but I focus more on a client’s pain points. Before a call, I aim to review the client’s website, social media pages, and other relevant material (I used to do this in the old method, too). This way, I am completely prepared and know exactly what the client is probably looking for before I even get on the call.

I like Alex’s example of the Harvard Business Review: share the information for free to build thought leadership in the space and sell the implementation of improving the business through various ways.

I have combined this with the idea of ‘selling results - not how to’, meaning when I am on the call, I am selling the end results, which is exactly what clients want to hear. This allows me to sell the outcome of what my service will achieve, which is much more powerful than selling my service itself. The focus is again on the client’s needs and wants.

As a salesman, there is no better music to my ears than hearing a client say, ‘Yes, you are spot on.’

This method has allowed me to secure clients and build great rapport as they feel I understand their issues better.

It took me a while to get accustomed to this new way of doing client calls - it’s a subtle difference in how to approach client calls.

That’s all for this week! I hope you can use this to help secure more clients and boost your business!