June is here, time for long sunny days (if the rain ever goes away…) drinks, and of course, networking events:

Hey! Andres here,

Welcome to the networking desk! This week, I got a bunch of great events lined up for you and a short read on offers, and how to get better clients.

Here’s what else I got this week:

• Get better clients

• Interesting events from the community

• Local boba / coffee shop

Alright, let’s do this.

“Lean forward moment” of the week - 🚫 Why can’t I get better clients?

Could you offer 100% money-back guarantee on your work? No?

Then, maybe you could work with the client until they achieve the result they are looking for? Not that either…?

I notice that most small business get stuck because it is hard for us to bring a compelling offer.

This often comes from the fear of getting clients results.

We are often scare of under delivering, so we do not promise anything. I know I have suffered from this, and this is often the reason we can’t get good clients.

If you define a good client, it is a situation where (hopefully) it’s a win-win for both parties, they get great results, and you get paid well for your product or services.

Now, a lot of us are in a bad client loop:

No results → no case studies → only “bad” clients → no results

You can end up in a loop of bad clients because you are only selling them, not getting results, and therefore can’t sell better ones. Case studies let us create good offers as we can see the specific situation and repeat that same result over and over again.

We will never be able to achieve a good result for clients who do not meet our criteria, they are bad clients for us, it is not illegal to say “I can’t promise you this because your company does not have ____” it is actually in good faith, and you would avoid a situation where you are both dissatisfied.

If there is something I want you to think of this week is the following:

“GOOD BUSINESSES ONLY BUY GOOD OFFERS”

So, if your offer is not good, then you will be stuck in the bad client loop.

How do you break away from it?

Good offers have the following:

• Active market demand - People are actively looking for these solutions. Scan forums or social feeds, are people complaining about this problem?

• Promise a specific quantifiable result - Vague benefits (“we’ll boost your brand”) feel low-stakes and forgettable. VS “Generate 50 qualified sales calls in 30 days” Specificity does two things: ONE - it signals you’ve thought through the mechanics of delivery and TWO - it helps prospects assess if they’re a good fit.

• Include risk reversal - This is any guarantee or safety net that shifts the fear of “what if it doesn’t work?” Example:

  • Money-back guarantee (“Full refund if we don’t hit X by day 45”)

  • Performance-based fee (“You pay only when we deliver Y leads”)

  • Trial or pilot (“Try our service on one campaign before you commit to a 6-month contract”)

Remember: IT IS OK to tell people they are not qualified for the result you offer, because some criteria needs to be met!

This week, think of a good client, what results did they get from you? What made their situation different? How can you turn that into an offer. Ask them! That’s the best way to craft one, by recording how they saw it from their perspective.

🖥️ Convert more website users into clients

🗓️ Now, the events…

Local shop of the week - The Bep Teahouse - Johns Creek

Not an ad – just a cool spot you can visit

While visiting networking events I encountered this boba / coffee shop, and it was fun, it has such good ambience, and the drink was great!

The place is really well lit, just felt like a nice place to have coffee or work.

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Thank you for reading! Quick thing before I go:

1. If you are new or would like to read older posts, check out this page. There is a backlog of previous weeks of “The Networking Desk”

2. Know someone who would benefit from this newsletter? Be sure to share it with them! 📩 (just copy the link or forward this email) I will keep putting out great newsletters for them and for you. That’s a promise.

See you next week.

- Andres Inciarte