Shedding the Fear of Losing the Business

Question 1

Always consult instead of sell

Answer 1

Naked service providers transform every sales situation into an opportunity to demonstrate the value of what they do. They avoid, as much as possible, telling clients what they would do if they were to be hired; instead, they just start serving them as though they were already a client.

Question 2

Give away the business

Answer 2

This principle has two applications. On the one hand, it is related to the “always consult instead of sell” principle because it is about giving a prospective client advice and service even before they agree to become a paying client.

Question 3

Tell the kind truth

Answer 3

Naked service providers will confront a client with a difficult message, even when the client might not like hearing it. As a result, they put the relationship with the client at risk, knowing that it is more important to serve the client’s needs than it is to protect the service provider’s own business.

Question 4

Enter the danger

Answer 4

Naked service providers don’t shy away from uncomfortable situations; they step right into the middle of them. Entering the danger has to do with having the courage to fearlessly deal with an issue that everyone else is afraid to address.