If you’re going to make the sale, your ICA needs to believe about your solution:
1: It’s the only thing that’ll get them from where they are now to where they want to go
2: It’s transferrable to them, so it doesn’t only work for other people
3: It doesn’t require massive amounts of hard work from them
4: It fits with their ethos and worldview so they don’t have to change their values and beliefs for it to work
5: It’s not so complex that they feel stupid for not understanding it
6: They’ll make money or save money from doing it
7: You’ve designed it to help them, not (just) to make you rich
Are you missing the mark on any of those?
Love you lots
Jonny
PS: Once you’ve nailed those seven deadly wins, you have all you need to start working with a handful of clients running companies and organisations at scale. We call it corporate consulting, and it’s what nearly 50 of my ambitious clients are doing right now in the CIB project.
Wanna learn more? Reply with “CIB” and I’ll send you a short doc lifting the lid on how we’re doing it.