Sep 15, 2026 · 32 min · 13 segments
Send us Fan Mail Owner of The Cleaning Authority – Fishers, MBA, CPA, Todd Krause, grew his business from $1.8M in revenue to over $4.0M with a…
Alice ShikinaHost
Todd KrauseGuest
So one of the most important things about negotiation is really to do your everyone should be doing their own homework before.
And so what that homework looks like for someone like you, a business provider, service provider would be really to have a call, whether it's you or someone else who does the business development piece of it.
Because if you assume what their needs are when you talk to them on the phone, then you might be talking about, hey, we deliver X, we deliver Y, and they might be thinking, okay, but that's really not what I want.
want, and they may never actually articulate what it is that they're looking for, mainly because maybe they don't know.
They just feel like they're struggling and they need some help and they're looking for someone to guide them.
One call is just to uncover what their pain points are, to understand where they're failing in their business, where they're struggling.
what is difficult, what they want to offload, and all of those things really just trying to determine at a very granular level what all the pain points and needs and interests are of the people who are calling in.
Once you have that information, Perhaps this is two calls, perhaps it's the second half of a longer call.
So I'm not sure currently what the conversation looks like, but that, let me just pause there and just ask like sort of what does the formula of your current conversations look like?
So one of the most important things about negotiation is really to do your everyone should be doing their own homework before.
And so what that homework looks like for someone like you, a business provider, service provider would be really to have a call, whether it's you or someone else who does the business development piece of it.
Because if you assume what their needs are when you talk to them on the phone, then you might be talking about, hey, we deliver X, we deliver Y, and they might be thinking, okay, but that's really not what I want.
want, and they may never actually articulate what it is that they're looking for, mainly because maybe they don't know.
They just feel like they're struggling and they need some help and they're looking for someone to guide them.
One call is just to uncover what their pain points are, to understand where they're failing in their business, where they're struggling.
what is difficult, what they want to offload, and all of those things really just trying to determine at a very granular level what all the pain points and needs and interests are of the people who are calling in.
Once you have that information, Perhaps this is two calls, perhaps it's the second half of a longer call.
So I'm not sure currently what the conversation looks like, but that, let me just pause there and just ask like sort of what does the formula of your current conversations look like?
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