There are times when I feel like a good part of my job is to say no and save my clients from their worst ideas.
I know, I know – you’re not supposed to say no.
You’re supposed to say “yes, and” or something like that.
But sometimes it’s faster and more efficient just to say no.
Don’t get me wrong -- no isn’t the end of the conversation.
There’s some reason this person or organization has sought my help but they don’t always know what it is.
They may confuse the manifestation of the problem with the problem itself.
It’s like referred pain: some part of your body hurts but the pain actually originates elsewhere.
You can treat the pain but it’s not fixed until you get to the real source of the problem.
Sometimes the potential client has already chosen a solution, whether they’ve accurately defined their problem or not.
Sometimes they have an urgent sense of FOMO because they’re not following the latest fad, whether it’s appropriate for them or not. (Such as when they decide they must have a presence on [name your social media platform], without thinking about whether their donors and supporters are there, too.)
My rule of thumb is that even if a potential client thinks they know what they need and want, very often they don’t.
Which is why I like to ask some simple questions.
What are you trying to accomplish?
Why now?
Who do you want to reach and what do you want them to do?
How does this mesh with what you’re already doing?
The answers to these basic questions help us turn no into yes and find solutions that fit the real problem.
Please know how much I appreciate your reading these newsletters.
After years of writing for other people, this is the first time I've had the chance to let loose my own voice.
It's big fun for me, made sweeter by the knowledge that you might be reading.
So thank you as always, happy holidays and see you next year!
