The Why Conversation

When you have an initial conversation with a client, what questions do you ask them?

What do you say?

How do they respond?

If you’re like my clients and my self, you probably feel like this conversation could go better than it has in the past.

We have found a tool that helps us with that.

It’s called the Why Conversation, a concept created by Jonathan Stark. In this model, you ask three types of questions:

1. Why this?

2. Why now?

3. Why me?

It sounds crazy. It sounds like you’re trying to talk them out of working with you — because you kind of are.

Good fits will talk themselves into working with you, bad fits will talk themselves out of working with you.

There will be more details forthcoming.


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