Besides the mindset and the hard work... If you would share 1 piece of 'info/advice/practice/strategy' here that makes a difference and is not obvious (eg. ask questions, listen actively, use the phone, etc), what would it be?
What works really well for me every time is the so-called 'negative reverse'. You question the client with one of the common objections you hear often: why would they consider working with you?
Fictive example: you are the most expensive solution in the market and only marginally better than your usual competitor.
Client contacts you and wants you to get involved and prepare a proposal.
During discovery you question the client 'I'm not sure this is a good idea, it seems to me you are very price oriented and I am never the cheapest... So there is not really a reason why you would want to work with us'
Can be followed with: 'if I would be you, I would be looking at another provider to meet my price expectations'.
Then 3 things can happen.
1. Client will agree. And this job wasn't meant for you anyway.
OR
2. Client will start selling you on why he/she really wants you to participate and why it is a good idea foe you to join.
Could be one of your differentiators that are really important to them, or they had a bad experience with a cheaper brand last time, or...
3. It doesn't always work - sometimes the client just says 'that's up to you'. And then you know you'll have to work on other ways to get ahead!
Would love to hear some more tips here!
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