Once you've dug deeply to uncover symptoms and what happens if they don't fix them, it's finally time to transition your conversation to solution you have to offer. With this caveat - do NOT, under any circumstances, spend more than 1 minute going into detail about how to work with you.

The temptation to go into more detail will be strong. Resist. Here's a rule of thumb to keep in mind. Follow it and you will be following my golden rule: It's Not About You, It's About Them. The rule of thumb is: You are either asking a question or summarizing what they've said.

So to transition your conversation to a solution, you can say something like this (I've used my own business as an example, but this will work equally well for yours):

"So you're looking for a way to stop spending so much time on your marketing and instead get better results with time you do have to spend, is that right?"

Now comes transition...

"If I could show you a way to accomplish that, would you be interested in hearing about it?"

Simple, elegant, and completely permission-based. How often do you think you will hear "Yes!"? Probably 99.9% of time!

So what comes next? Your 30-45 second description of how you can help them, carefully crafted to amplify results they get and minimize mechanics of how you work.

If you say these examples out loud, you'll hear how easy this template is to follow. It's a simple structure for focusing on symptoms that keeps conversation all about them, and makes it easy for you to understand your almost-client's situation in greater depth than you ever have before.

Now it's your turn!

2. What if...you list what client is getting if they choose to accept your proposal? Now you are deepening your case for results thinking.

3. What if...you tell client boldly and with emphasis, that you can deliver that result for price of X? Now you are keeping emphasis on results, not on price.

Each of these 3 steps follows my foundation principle: It's Not About You, It's About Them! When you make it about "them" your confidence will soar! Now it's your turn!