What’s the difference?

Last week, during our monthly Happy Hour call, we ended up doing a bit of Q&A. If you’ve ever been in that situation, you know the adrenaline kicks in when you have 30is people staring at you, waiting for answers and you have no way to prepare.

But one of my off-the-cuff answers has stuck with me, and the more I thought about it, the truer it feels.

Have you ever seen a new movie or tried a new restaurant and couldn’t wait to tell everyone you know? When we find something great and know someone who would love it too, it’s our human nature to want to share.

Not because we gain anything, but because we want others to experience that same awesomeness.

So, during Happy Hour, when I explained how I thought confidence was the key to selling project discovery, the explanation feels like an ‘ah-ha’ moment that was hidden inside my brain somewhere.

For most of us, sales isn’t something we look forward to. It feels awkward. You’re uncomfortable. You know there’s a good chance you will be rejected.

But do you feel that way when you recommend your new favorite restaurant to a friend?

Of course not! You have no fear because you’re genuinely excited, enthusiastic, and confident your friend’s going to love it.

What’s the difference?

What I realized is that these are nearly identical situations that, somehow, we have put on the opposite ends of the spectrum in our minds.

I didn’t start selling discovery sessions on day one. And even when I did, I was certainly rejected plenty of times.

But then, something changed.

When I realized I truly believed that a discovery sessions was the best option for my clients, gave the project the best chance of success, and that I should be compensated for my expertise, both my confidence and conversion rates immediately improved.

I stopped “selling” and started recommending what I believe to be the best course of action — with the same enthusiasm and confidence I recommend the new taco joint I found downtown.

This principle doesn’t just apply to selling paid discovery, of course. Are you proud of the services you provided? Do you genuinely believe you can help your clients reach their goals?

If you truly believe hiring you is the best decisions they can make, then you’re not selling — you’re offering your honest recommendation.

Not only is that a whole lot easier to do, I think clients can smell the confidence and are relieved they’re not being pressured or persuaded; they’re being given a genuine opportunity to succeed.