I‘ve had discussions with a lot of service providers who seem unsure as to exactly how their clients and customers come to the decision to work with them. They seem to think it’s a somewhat random process. A potential client either needs them or doesn’t and it’s the flip of a coin as to whether the person will become a client.
Yes and no.
There’s no foolproof way to know what someone will do and no airtight way to explain what motivates people to do what they do, but we do know a couple of things really worth knowing. It’s not really a random process. Multiple calculations are being made … some logical … some psycho-logical. And we can divine what most of those are. There’s a very useful and simple model that the persuasion process follows.
And you, as the person helping to define the problem and provide solutions, play a huge role in whether a prospect becomes a client beyond just telling them what you can do for them.