How To Get The First Three Incremental Yeses

By Mo Bunnell

In the last episode, I talked about engaging your clients using the IKEA effect. In this episode, I’m going to be drilling deeply into the first three incremental yeses you want to get: the goals, the processes, and the team. People buy into what they help create, and these tips I’m sharing with you today will help you make it happen.

Here’s what you’ll learn in this episode:

1. Using a call to get the first three yeses 2. Why assumptions made in a formal proposal don’t work 3. Tips for co-creating with a client

It is so easy to think for different reasons that you shouldn't engage the client in co-creation. Maybe it's you want to retain your expertise and you want to be the ones that should tell them what to do. Maybe you're afraid to ask. There can be 100 reasons, and you need to let them go.

If this is important to the client, they will engage. Not only will they engage, but they will like the output even better. You also get to show your expertise more powerfully in a live setting. If something is preventing you from trying this out. Get rid of it, because this stuff works.


Mentioned in this episode:

Listen to my interview with Mike Duffy: