This Sounds Great, But We Don't Need It Right Now

Picture this: you're a B2B consultant, seasoned in your craft, pitching a solution to a room of nodding heads.

After laying out your meticulously crafted approach, the room's energy suddenly dips as your potential client delivers the dreaded line:

"This sounds great, but we don't need it right now."

Sound familiar?

This isn't just a minor hiccup; it's a recurring scenario that spells frustration, wasted time, and missed opportunities.

The Real Problem

Take this real-life example from a vastly experienced consultant who applied to work with me:

He had fallen into the trap of trying to force his predetermined solution onto a market that didn't want it. And importantly, he didn't have a huge cash runway to try to change the beliefs of a marketplace.

What if I told you there's a strategic shift that could transform the way you engage with potential clients?

This isn't about refining your sales pitch or tweaking your solution - it's about understanding your clients on a deeper level before you even start the sales conversation.

This is the approach we teach clients called Client Insight Interviews.

Client Insight Interviews

These are conversations with a target prospect group representative of the market you want to serve, to discover and validate problems and pains, as well as validate your initial offer assumptions.

> "For each hour of customer development interviews, businesses tend to save 5 to 10 to 20 hours of wasted development time." - Cindy Alvarez

Or as I say: "For each hour of customer insight interviews, businesses tend to save 20-50 hours of wasted marketing and sales time."

The Process

Our process is lean:

Phase 1: Identify and Get Prospects On Calls

Phase 2: Problem Identification - validate your hypothesis

Phase 3: Problem Agitation And Implications - dig deeper into pain points

Phase 4: Solution Exploration - how is the client addressing it now?

Phase 5: Permission to Solve - get buy-in to help develop a solution

Phase 1: Identifying and Engaging Potential Clients

Step-by-Step:

1. Identify Your Ideal Client: Who would positively 'juice' you when you work with them?

2. Initiate Contact: Craft personalized outreach that resonates with their challenges

3. Secure a Conversation: Frame it as a learning opportunity, not a sales pitch

The Power of This Approach

Client Insight Interviews are crucial for:

This approach is especially critical now when the world of business has been disrupted beyond recognition by AI.

Stop trying to educate prospects about your innovative solution. Start by deeply understanding their problems first. The sales will follow naturally.