#056
After saying "I don't know" five times, he finally saw why his design fees kept getting cut.
说了五次“不知道”，他才发现设计费被砍的真正原因。
一位做了十年的商业设计师来找我。作品很好，但每次报价都被砍。
那次对话，我问了他几个问题。
我说：“刚才这一个小时，你说了五次‘不知道’。是什么让你为自己的能力设了天花板？”
他愣住了。
“这块天花板，跟你设计费被砍，有什么关系？”
他承认：每次碰到客户的问题，他都会不自觉地想逃，把话题扯到别处去。不会听，也不想听。
其实不是客户嫌贵。是他一直没解决客户心里那个真正的疑问，慢慢被客户疏远了。
他说：“从来没人跟我说过这些。今天我才知道。”
后来我们聚焦一件事：练软技能 - 临在、同理、聆听。
他做了一个实验。用新学会的方式，去见同一个客户，聊了整整两个小时。
客户说：“你就是我要找的设计师。”
如果你也在‘能力不差、报价被砍’里循环 ，与我联系。一起找到问题的根。你的时间与精力，应该花在高回报的目标上。
(案例已脱敏，经本人同意分享)
徐敏聪
商业教练 ｜为赢而练
我帮创始人及CEO先赢，再长。
A commercial designer with ten years of experience came to me. Great portfolio, but every proposal got slashed.
During our conversation, I asked him a few questions.
I said, "In the past hour, you said 'I don't know' five times. What's making you put a ceiling on your own ability?"
He was stunned.
"How does that ceiling relate to your fees getting cut?"
He admitted: every time a client pushed back, he would unconsciously try to escape, deflecting the conversation elsewhere. He didn't listen. He didn't want to.
The truth wasn't that clients were cheap. It was that he never addressed what they were really asking, and over time, they drifted away.
He said, "No one's ever told me this before. Today I finally see it."
So we focused on one thing: building soft skills, presence, empathy, listening.
He ran an experiment. Using his new approach, he met the same client again and talked for a full two hours.
The client said, "You're exactly the designer I've been looking for."
If you're stuck in the same loop of "good skills, but fees always get cut", reach out. Let's find the root together. Your time and energy belong on high-return goals.
(This case has been anonymized and is shared with the individual's consent)
David Tsui
Business Coach | Coached To WIN
Helping founders and CEOs WIN, then GROW
