Buying a Little Magic
๐ธ ๐๐ฃ๐ฐ๐ถ๐ต ๐ต๐ฉ๐ฆ ๐ฑ๐ฉ๐ฐ๐ต๐ฐ: ๐๐ฐ๐ณ ๐ฎ๐บ ๐ฎ๐ถ๐ด๐ช๐ค ๐ฑ๐ฆ๐ฆ๐ฑ๐ด, ๐ต๐ฉ๐ช๐ด ๐ช๐ด ๐ต๐ฉ๐ฆ ๐๐ช๐ฃ๐ฆ๐ญ๐ช๐ถ๐ด ๐๐ฐ๐ฏ๐ถ๐ฎ๐ฆ๐ฏ๐ต ๐ช๐ฏ ๐๐ฆ๐ญ๐ด๐ช๐ฏ๐ฌ๐ช, ๐๐ช๐ฏ๐ญ๐ข๐ฏ๐ฅ, ๐ค๐ข๐ฑ๐ต๐ถ๐ณ๐ฆ๐ฅ ๐ฃ๐บ ๐ฎ๐บ ๐ฉ๐ถ๐ด๐ฃ๐ข๐ฏ๐ฅ, Michael Blachly. ๐ ๐ค๐ฉ๐ฐ๐ด๐ฆ ๐ช๐ต ๐ฃ๐ฆ๐ค๐ข๐ถ๐ด๐ฆ ๐ช๐ต ๐ณ๐ฆ๐ง๐ญ๐ฆ๐ค๐ต๐ด ๐ต๐ฉ๐ฆ ๐ญ๐ข๐บ๐ฆ๐ณ๐ฆ๐ฅ, ๐ข๐ฃ๐ด๐ต๐ณ๐ข๐ค๐ต, ๐ฆ๐ฎ๐ฐ๐ต๐ช๐ฐ๐ฏ๐ข๐ญ ๐ข๐ณ๐ค๐ฉ๐ช๐ต๐ฆ๐ค๐ต๐ถ๐ณ๐ฆ ๐ฐ๐ง ๐ค๐ญ๐ช๐ฆ๐ฏ๐ต ๐ณ๐ฆ๐ญ๐ข๐ต๐ช๐ฐ๐ฏ๐ด๐ฉ๐ช๐ฑ๐ด. ๐๐ฐ๐ณ๐ฆ ๐ข๐ต ๐ฎ๐ช๐ค๐ฉ๐ข๐ฆ๐ญ๐ฃ๐ญ๐ข๐ค๐ฉ๐ญ๐บ.๐ค๐ฐ๐ฎ.
Letโs be honest: Most of the time, B2B clients donโt buy services; they buy confidence, connection, and a little bit of magic.
Over the years, Iโve learned to become a โclient whispererโ. I don't have all the answers, but I listen between the lines and help teams connect with the humans behind the decision.
Some truths Iโve learned:
โจ ๐จ๐ป๐๐๐ฎ๐๐ฒ๐ฑ ๐ป๐ฒ๐ฒ๐ฑ๐ ๐ฟ๐๐ป ๐๐ต๐ฒ ๐๐ต๐ผ๐ โ Clients rarely walk in with a checklist. Curiosity and smart questions go further than any pitch deck.
๐ง ๐๐ฎ๐ ๐ถ๐ ๐ฒ๐บ๐ผ๐๐ถ๐ผ๐ป๐ฎ๐น โ Yes, more than B2C. Iโve seen deals lost because one key human connection was missing. The best teams do their homeworkโon people, not just companies.
๐ช ๐๐บ๐ฝ๐ฎ๐๐ต๐ ๐๐ถ๐ป๐ โ Try this exercise; "Articulate your value only through client pain.โ It changes everything.
๐ก ๐๐น๐ถ๐ฒ๐ป๐๐ ๐ฏ๐๐ ๐ฐ๐ผ๐ป๐ณ๐ถ๐ฑ๐ฒ๐ป๐ฐ๐ฒ, ๐ป๐ผ๐ ๐ฐ๐ฎ๐ฝ๐ฎ๐ฏ๐ถ๐น๐ถ๐๐ถ๐ฒ๐ โ The most successful shift Iโve seen? Positioning around partnering to solve problems, not services.
๐๐ฉ๐ช๐ด ๐ฑ๐ฐ๐ด๐ต ๐ช๐ด ๐ฑ๐ข๐ณ๐ต ๐ฐ๐ง ๐ข ๐ด๐ฆ๐ณ๐ช๐ฆ๐ด ๐ฐ๐ฏ ๐ต๐ฉ๐ฆ ๐ฉ๐ถ๐ฎ๐ข๐ฏ ๐ด๐ช๐ฅ๐ฆ ๐ฐ๐ง ๐ค๐ฐ๐ณ๐ฑ๐ฐ๐ณ๐ข๐ต๐ฆ ๐ต๐ณ๐ข๐ฏ๐ด๐ง๐ฐ๐ณ๐ฎ๐ข๐ต๐ช๐ฐ๐ฏ. ๐๐ฆ๐ฆ ๐ฎ๐ฐ๐ณ๐ฆ ๐ณ๐ฆ๐ง๐ญ๐ฆ๐ค๐ต๐ช๐ฐ๐ฏ๐ด ๐ฐ๐ฏ ๐ฎ๐บ ๐ฑ๐ณ๐ฐ๐ง๐ช๐ญ๐ฆ.
