Hey, 

I picked up a really killer sales question from the book "How to Become a Rainmaker" a while back, and after months of it kicking around in my head I finally remembered to use it this week on two different sales calls.

On both occasions this brought up topics for discussion that I had completely failed to explore (or didn't know to explore) during our conversation.

In the first instance the prospect asked me about being able to use the website from their phone — something that I assumed was so obvious I failed to mention it. However, the last person they spoke with did, and since I hadn't they had some doubts about what I was going to build them.

The second instance was a little bit more involved as the client began to explain what I realized was a system of custom post types and custom taxonomies — something that would have really effected the scope (and price!) further down the road.

So, what's the question? It's simple...

"Have I touched on everything that's important to you?"

This simple question made me realize I was making assumptions that a prospect knew their website would be mobile responsive — and failing to mention it could have cost me the sale. Thankfully, we were able to clear that up.

It also saved me from an awkward conversation and huge change order down the line when the customer wasn't seeing the functionality they were expecting.

It's important to take charge of sales meetings and lead the conversation — we are the experts after all — but having the confidence to ask "what am I not asking?" is something we shouldn't let our pride get in the way of.

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🔥 Inside The Group 

The best software to document your SOPs

Vojkan is looking for software suggestions on documenting his standard operating procedures. Always good to look through the group's recommendations in the comments!

Utah passes new privacy law

Utah is joining the list of US states with new privacy laws, and Donata from Termageddon breaks down everything you need to know to be prepared for it.

"Beg Bounty": scam or something to fear?

Diego shared an email he got reporting a vulnerability on a WooCommerce site, with the reporter asking for a reward for the responsible disclosure.

Putting a premium on eComm care plans

Complex sites, like eCommerce, require extra care an attention. Alex is wondering if he should be charging more for eComm care plans, and if so, how much more?

Tips on getting the most out of Cloudflare

Leanne doesn't feel like she's getting the most out of her free plan on Cloudflare and it looking for any suggestions or resources.

📰 In Other News 

The Truth About Accessibility Overlays

Join us live later this morning as I interview accessibility expert Collen Gratzer to find out why popular overlays (like AccessiBe) aren't quite the silver bullet they are marketed as.

Trial, Error, & Lifestyle

I was recently interviewed on The Kim Doyal show and we talked about building the kind of lifestyle you want, trying new things, failing, and a whole lot more. Kim is always a lot of fun to talk to!

Hiring Your First VA

On April 15 I'll be interviewing Mira Saia, a VA matchmaker and business consultant, about how to know when the time is right to hire your first VA, what you should look for, where to find one, and what kind of tasks a VA can take off your plate.

🤯 Tip of the Week

This week's Tuesday Tip Jar is all about Keyword Research.

Find the full thread of tips here.

This week's big tipper award goes to Hannah Wigington who shares her process for brainstorming.

View all the previous Tuesday Tip Jar topics here. 

"This Week in TAB" is brought to you by our sponsors:

New Sponsorship Opportunities Now Available!

👋 Before You Go

We are looking for a sponsor to help us fulfill some of our accessibility goals for TAB. The right company doesn't have to necessarily be accessibility-focused, but would be helping to cover some costs in exchange for recognition as the sponsor.

The cost will be between $200 and $300 per month and will come with multiple touch-points across our website, Facebook group, YouTube channel, and email campaigns.

If accessibility is something important to you and you could use getting your product in front of a WordPress focused audience — then hit reply and lets chat about it.