I recently had the opportunity to sit down with Phil Worthman, President of Sandler Training, and he asked me, “How’s it going with Pitch Lab?”
“Great!” I said automatically and launched into some of our new clients.
But then after a brief pause I admitted, “We're not doing enough to continue the conversation with attendees after the workshop ends. Our relationships are mostly one and done. I want to do more to help after our initial 2-hour session together.”
“I wonder if you’re not clearly communicating potential next steps.” Phil responded. “Have you heard of Mrs. Q?”
“No. Who’s that?” I said.
Then Phil went on to explain Mrs. Q is actually an acronym:
M – If you found Pitch Lab valuable, are you interested in a meeting to discuss how we can work together at your office help your team be more confident, engaging presenters?
R – Do you have anyone you’d like to refer Pitch Lab to that would benefit from a workshop or private coaching?
S – Is Pitch Lab a fit for any upcoming speaking engagements? We’d love to hear more about the opportunity.
Q – After you left Pitch Lab and practiced new techniques, do you have any questions? What can we do to clarify?
After the meeting with Phil I confess we at Pitch Lab haven’t asked these questions enough. But we need to.
It’s hard to ask for what we want. It requires us to be vulnerable and opens up the possibility of rejection.
These fears creep into our asks and make us less bold with our requests.
The problem is that when we are unclear about what we want, others can’t get clear either.
How about in your business? Are there more opportunities for you to introduce your clients to Mrs. Q?
Now we’d love to hear from you. Is there more we can do together? If so, let’s chat. I’d love to continue the conversation.