*NEWSFLASH*
Humans are weird.
There’s an old saying that’s a little trite, but very true. And once I really “got” it, it made a lot of things much clearer.
“You aren’t in the b2b business or the b2c business… you’re in the h2h business.”
Human to human.
And the funny thing about that is how unpredictable that business can actually be.
Again… Humans are weird.
Sometimes it’s like we’re motivated purely by self interest… at others it’s like we constantly act against ourselves.
We can’t predict what people will do.
We can’t control how they’ll act.
But what we CAN do, is understand and accept it, especially when it comes to consulting.
Sometimes prospects will act against their own self interest and the deal will fall through.
Sometimes they’ll be afraid of success or money or impact.
Sometimes they’ll ghost you.
It doesn’t always make sense.
But people are people.
Let’s say there’s a big “whale” deal on the table.
It could easily land you a six-figure month or three.
But then…
Irrationally…
The prospect gets cold feet and the deal doesn’t happen.
Should we get upset & emotional about it?
Nope.