My first client

My first ever client was a Founder who had about 2 months of financial runway left...

He paid me £500 for a 1-1 coaching session.

As a new Founder myself, I was over the moon to win my first ever client.

Someone who somehow trusted me enough to help fix a serious problem in their business.

I felt pressure, but I really didn't want to let him down.

Imposter syndrome was hanging over me like a dark cloud, and before our meeting at a central London hotel I started to seriously doubt myself.

Why would someone pay me £500 for a few hours? 

What could I possibly bring to the the table?

What did I know? 

I was still figuring things out.

I'd never coached anyone in my life. 

I got there early, had 2 strong coffees.

Found a quiet spot. Prepared for the session.

He arrived. 

Still nervous, I held it together, made small talk. 

I felt anxious he'd see through me. My body language was off. I didn't know how to disguise my tension. 

I was paranoid he'd ask for his money back. 

We started the session...

He offloaded all his frustrations & stress when it came to sales.

My nerves fell away...

He'd spent a small fortune on his website and SEO.

Lots of incoming enquiries & meetings.

But none of them went anywhere.

So, either he was attracting the wrong people or saying the wrong things.

I quickly discovered it was the latter.

He'd inadvertently become a free consultant.

As an accountant and tax specialist, he was answering every single question posed to him during his calls. 

Giving people everything. 

Because that's how he thought you earn credibility.

Turns out people don't generally pay for something when it's handed to them for free.

So I developed a completely new process for him.

- No more free consultations.

- No more answering questions blindly.

- No more trying to prove how much he knew.

From now on, he would be the one leading the process, guiding the conversation, asking the questions, and building the picture.

And once he got to that point, he'd tell them if he could help or not - and if so, the next steps and the cost for the first consultation.

They could then decide whether or not they'd become a client.

Guess what happened to his conversion rate...

Went from practically zero to 45+%.

For one very simple reason.

He flipped the entire process - he was now the one in control, guiding the process.

And when that happens, credibility is earned & trust built.

You don't prove how smart you are by answering questions - you do so by asking great questions of your own, to demonstrate you know more about that particular part of their business than they do.

And in turn, build out the case for working together.

Nothing given way for free. 

On the contrary, you've held everything back because that is what people pay you for.

He's now got a thriving business. We continued working together.

And in time, he became my accountant & tax advisor! 

What did your first deal look like?

#sales