Al Anany

I helped a client with a presentation, he paid $6,000 - Here’s how I did it.

Client Paying $6000

It’s not about what I know about the client. It’s about what I said, and how I said it.

It was a normal client pitch for an investor presentation. I learned everything I could learn about my potential client, including the fact that they’re located in Saudi Arabia. 

Then we jumped on a call — I always call my potential clients. From my experience, chats could work out, but with lower efficiency in terms of a potentially good outcome. Words always get lost in translation.

The call was pretty straightforward, I learned more about them, and he learned more about me. It’s important to know that I was based in Saudi Arabia for 18 years. I knew this information was in my favor. Yet the question was, “When do I throw this in our conversation?

I was patient throughout this 45-minute call. Mainly, I understood their operations as well as asked them more about their business model.

I was waiting for the moment — I know the moment when It presents itself.

Then he said, “We’re also looking for someone who understands the Saudi Market as we’re stationed in Riyadh, Saudi Arabia.”

That was it. I could’ve said it initially at the start of the call, yet it wouldn’t have been a BAM moment. Also, I can’t immediately say after what he said, “Oh really! I was stationed in Saudi Arabia for 18 years, what are the odds!” — That’s sad.

I had to explain, that I understand that a person has to have a profound understanding of the market to actually be able to pull this off and that the more I read about the Saudi Market (I read about everything) the more I see how changing and dynamic it is.

Oh, and additionally I was stationed in Saudi for a while. — I branded my BAM piece of information as the non-vital aspect of the discussion. Truth is, that’s what he’ll remember about me compared to the others who are trying to sign him.

A couple of days after, he sent me a contract. Now, I should probably explain that my being in Saudi was not the reason why I got this job. This piece of information was more like the olive oil you’re adding to your salad. (Not vital, but preferred.)

So, what actually matters in such calls?

Every word I say in such meetings conveys confidence. If a client starts talking about the Metaverse, If I don’t know anything about that, my hands won’t shake for a second. Why? — Because I know I can learn about it when needed.

Now there’s a line here. You don’t want to be lying, additionally, you don’t want to be coming off as an unconfident amateur. I don’t know about the Metaverse, but what I will say, and how I will say it, will determine what he psychologically thinks of my “Metaverse confidence meter”. 
Hence, every word I say with confidence, as I know what I am capable of. 

What if the client asks directly whether you know about specific technical details in the Metaverse (and you don’t)? The answer is pretty much the same, confidence. I’m confident in how I say I do, and even more confident in how I say I don’t know.

This is when I can introduce what made me make over $100k on Upwork and raise millions of dollars for my clients. Confidence combined with ongoing learning is what it is all about. I read (a lot). Instead of surfing through an Instagram feed, I surf through my google news. 

Ongoing learning

Surfing through a social platform like Meta would make my learning curve and my acquiring of new information in the hands of my connections. That probably won’t be beneficial when it comes to the global aspect, because at the end of the day, I know 200 out of 7.9 billion people.

Hence, I don’t have accounts on those platforms. I’d rather spend my surfing time reading about a company creating a new scientific breakthrough, which I could later use as a new BAM piece of information in a new call.

At the end of the day, this client is hiring you as a person. That’s it. If you match, then you’re hired.

If she/he doesn’t like you from the start of the call, then she/he will not hire you even if you’re the superman of your field.

It’s a game —  a game of communication that you have to ace.

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