Today we’re going to talk about giving your prospects a bigger problem.
What I mean by that is when you’re having a consultation with a prospect who has a problem they are looking for you to help solve, there are deeper reasons that are leading to the problem that is top of mind for your prospect.
For example, if a you’re having a consultation with someone who comes to you and says they’re 30 pounds overweight, the weight is a symptom of an underlying problem.
It’s all about bridging the gap from where they currently are to getting them where they want to be by addressing not the symptom, but the problems that brought them to you in the first place.
