Here are two simple ratios for you to track when you market and sell your services:
1. The You/I ratio. Be sure that you say “you” 2-3 X more than you say “I/we” in your marketing materials. That way, you are focusing on your prospects’ needs.
2. The question/statement ratio. When speaking with prospects, especially in the early stages, be sure that 75% of what comes out of your mouth is an open question (not yes/no but open) and 25% is a statement. That way, you are learning about what your prospect values and not trying to read his or her mind.