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This conversation made me sweat 😅

It felt so real too, I forgot for a moment it was roleplaying

deals get stuck when there's not enough desire (or capital) for what you are providing

is that title a euphamism?

Hey Blair..i got totally broken in life so thanks so much for the advice.. I'm trying to rebuild but I'll try to give you something cool in the future if i manage to get my life sorted out i make really nice hand made ceramics, i get totally into a peaceful zone when i make them, so they are made in a really spiritual flow, where each piece i make i spiritually and emotionally FEEL what each piece of clay WANTS to be.. and then i create that with my hands and then when they are fired in the kiln i spend weeks, sometimes months, thinking about how each piece WANTS to feel when i look at it, and then i apply the glaze, when i FEEL like it is the right time to do it and i am in the right frame of mental flow state and i work like the ancient master Calligraphers where each Brush stroke of the glaze is a FEELING, an ESSENCE and CHARACTER of what the piece wants to be/feels like it should be they are each very unique and special in so many subtle ways.. and they FEEL very very nice to hold as i made them by hand so you can hold them in your hand and they feel really nice and comforting to hold as art they are all very subtly beautiful in the shapes of the pieces .. they are ideal for Tea Ceremony dishes and tea bowls and water coolers for serving special teas, and Serving REALLY special sushi meals etc but the trouble I'm having is that with potential customers i don't know HOW to get the RIGHT people who would APPRECIATE what i do TO know about my work in the right way.. and with people who DON'T "get it" (regarding why the work is special) I'm finding that EVEN though they love my work when they see it, they want it dirt cheap because people can buy lots of items from eBay for £10 they think my work should be £10 that sucks .. but i really hugely appreciate your advice.. I'm going to try to present my story better so people understand the reason they are special but i hope one day i can say to you "hey thanks so much, your advice really helped me get my life back on track" .. i know it sounds weak saying that but really I've been so broken by bad stuff that it's been a over ten year battle just to get back to being able to deal with going outside and get through my days without crying or feeling broken.. so i hugely appreciate your advice in the videos you do i used to watch Liverpool when i was little.. when Kevin Keegan was wowing us all and being so cool!) was one of the rare really happy memories from my childhood, hope to watch a game with you sometime Best wishes from Rolland in Scotland (I'm on WhatsApp at +447835 515 926 if you are ever wanting to come over here I'll show you about, would be a pleasure seeing as your advice is helping me so much to get out of the wreckage.. I'm feeling a HUGE amount better emotiobally these days.. just I'm totally broke and really need to get my income good so i can help my mum as she's a retired artist who really deserved a huge amount more recognition.. she's so good hearted to everyone too so i really want to make her feel really proud and happy that i can help her with bills etc.. right now I'm so broke but when i get more income from folkowing your advice I'll be so gratefuk thanks so much --- hey! i just thought! i could be a GREAT case study/example of how your advice works if i manage to make things work good! fingers crossed! I'll buy you a pint one day for sure! right now that would put me over my overdraft but I'll try to make things work good and buy you a pint one day (if you like nice ceramics, or know someone you would like to gift some to, i would be honoured to gift you some to say thanks for the advice you've given me through your videos and interviews you've been in) i hope life is REALLY good for you Best wishes to you Blair, thanks so much! from Rolland in Scotland

1. Nice affirmations 2. Mindset is a limiting factor when it’s a problem 3. Intrinsic motivation found helpful by many 4. Expert mindset is helpful for learning

Perfect timing. Thank you.

RFPs are the way of the land like it or not, and no, asking all these questions often lead to the same result where a client simply says, do you want to bid or not /? and if of course i find out that we're recommended by the client/brand lets say, great, but big deal? they are not paying for our services and ultimately it's up to the owner group.... unfortunately it's managed by project managers and trying to get deeper understanding of the process just doesn't add up to much at all.. make sense? i hear you and it's very frustrating but not so easy anymore.... we normally would go thru this intro call/questions and information about the project etc.... and then tell them that before doing a proposal, we will look at it and assess the potential fee, and if acceptable then we will formulate a proposal.... they always say yes but the fact is that they are not making the decisions... so we can try to be a big shot for so long but reality for us is that the client has options and they don't care,,,,, so we have a choice yes....

Appreciate the insight on this Shannyn, thank you

Replay!! Great message and reassuring to hear.

What if a decision maker wants to change the design of a company, for example, but the CEO does not see the need for a big change and wants rational arguments as to why the specific parts of a design might not be the best fit? All this before the actual work has started, so it is a free diagnosis or analysis. I do not think it is a good idea to try to convince someone, but rather to see if there is only a need for adjustments (which can sometimes be more work than a complete redesign) or what value can really be defined for the client and their customers. Whats your take on this?

Replay!!!

Thank you! Very helpful and insightful for me.

This gave me some good ideas. The market is tough right now which makes me want to have a lower scale offering.

Did you get a haircut?

“Can I ask if there’s appetite to actually look beyond just creating a new website.” Wow.

Replay!!! It never hurts to ask so we know for sure and help them feel like they are guiding the onboarding process of the customer experience!!

This is great. Win Without Pitching means no lengthy written proposal, it's a series of conversations. This means you don't have a contract at the end of your proposal either. Their workshop goes into their framework in detail. It's nice not to spend all night working on a proposal and never hear back. By having initially difficult conversations about price and outcomes, you show up differently. And you help the prospect think through what they really want.

Excellent guidance, as always. Something that helps me with followups and not taking silence as a snub is keeping in mind that our proposal may represent a significant step for the prospect. It could be a step they know they need to take, but still feel risky. And they may have three other proposals with uniquely different approaches than ours. Advice I was given early in my career: follow up with value. Don't just "check in" but remind the prospect why they need to take this step, or what value they may realize in taking it. I'm following up on a big proposal today with a 60-sec video of how we execute one of our programs, conveying expertise and what it will feel like working with us.

Thank you Shannyn Lee! So valueable how you calmly frame and breakdown the process :)

Replay!!! I love the approach here. It’s straight-up, authentic, and simple! It also removes playing games.

I've been in this business for a long time and I can say with absolute certainty that if a prospect is truly serious, they will respond promptly when you email them for an update. If the delay in response extends to more than 2 days or weeks, it's necessary to send another brief email and be professionally straightforward, clearly and empathetically explaining the reasons for our persistence and our intention to help them. On the other hand, we must also ask if there is serious interest and intention to continue the conversation and set a time. It's truly necessary to "agitate" the situation strategically to get the answers we need. This is out of respect for ourselves and all the effort we've invested. Otherwise, we're just robots.

Love this approach. Feels authentic and I imagine helps to suss out if they are "just being nice" or have a genuine interest in a potential relationship.

Senior and executive leaders think in terms of risk/reward: frame your services as an investment which will yield a return, show them how that will happen and you'll walk out of any meeting with a purchase order. The key failing of any professional services provider is not understanding what the client values

Love your content!

Replay!! I love this approach. It’s amazing how simple it fan be. Value is undeniable and either present or not at all times.

Good stuff. the only thing that came to mind was considering reframing one of the questions to be "no" oriented. The theory there is that people feel safer saying no than yes. As they can feel that a question might be trapping them if it's too loaded. So instead of "are you interested in having us guide you through a conversation that can uncover value, help you assign measurements in the form of metrics..." instead it might start like "Is it a ridiculous idea...?" or "Would you be opposed to us having a conversation...? " That's the only thing I can think of to improve.

Super insightful! Thank you Shannyn!

I have over and over again listened to Blair Enns co-hosted TH-cam recording with Chris Do on Win Without Pitching, it was very insightful, and I got lots of techniques on how to run a solo agency successfully. I wanted to get more, and did more searching on TH-cam, then I came across Shannyn Lee. Shannyn, you have helped to re-orient how I prepare for client meetings and engage more meaningfully.

Replay!!

This is great. Dan Sullivan is popping up all throughout the youtube channels I watch. Crazy. Thanks for sharing this question. I've been asked it in various forms. I was surprised at how the discovery and articulation of the answer changed my posture.

This is so insightful. Thank you Blair and Shannyn

This was so good. I’m thankful I ran across this video. Shannyn, that was incredible.

Replay!!! Great conversational approach and a curiosity of just wanting to know!

Brilliant as always Shannyn + WWP team.

Thank you for answering my question, Shannyn!

This is incredibly helpful, thank you! Cracked up at "the low end sits fine with me." So realistic!

Replay!!

This is a great clarifying question and answer. Be yourself, everyone else is already taken.

Shannyn is impecable. She combines expert level listening skills, calibrated questions, unwavering confidence, and exquisite physical beauty so elegantly. "Where do I sign???" Great job!

so does experience mark a difference in approach ? i love your channel but sometimes i get the sense that it feels to so ideal and theoretical to what many other creatives are doing that i just wonder. rejections and competitions are the common starting point.... so im often curious of when to turn away from a counteroffer or just take it..... can you elaborate sometime on this ?? make sense i hope....

Replay!!

Thanks for this. As I wasn't able to make it (time zone)... I did have a few questions. Most of the role play you do is with one other person. What about the situations where there are 2 or 3 people in the room? Often they have different views of value. They can be difficult to rein in. And often they have differing views depending on their roles. I do like Shannyn's "a bigger picture conversation" question. Involving the other partners. "And putting the "and putting the correct range of investment to that"

Dang! this was so good!

This was great! Definitely valuable. Thank you both.

What are some examples of non-economic forms of value?

If a client hands us a scope - self diagnosed - there is probably an AI that can build that in is able to build that in no time at a friction of the cost. This could lead to an interesting conversation about: Has this solution the capabilities to do, what the client wants it to do.

Wow... deep, and enlightening Takeaway: 1) Innovation and Efficiency are indirectly proportionate 2) Innoficiency problem is to be ignorant of the INNOFICIENCY problem (super meta) = / 3) Creativity is deliberately wasteful 4) To sell creativity is to sell the benefits (the magic) of deliberate, sometimes wasteful exploration and adaptive growth 5) Marketing Procurement Problem = Innoficiency Problem

Replay! Great message and understanding for a timeless topic.

Good stuff, thanks Shannyn!