Issue 130, Part Time CEO Newsletter

Hey, it's Dhiren 👋,

Someone asked me this recently—and I know you’ve probably heard it too:

“Have you worked with companies in our industry before?”

Sounds harmless, right? But what they’re really saying is:

• “Can I trust you with this?”
• “Will you make me look good?”
• “Are you safe to follow?”

You feel it in your gut. That split second where your confidence wobbles.

You start reaching for names, examples, proof.

But that’s the trap.

🧠 Bullet One: They Want to Be Led—But They Don’t Want to Feel Powerless

Every sales conversation is a dance.

One of unspoken roles and subtle tension.

The client wants to be led. But they also want to stay in control.

So they test you. And if you respond like you’re being graded…

They’ll never see you as the guide.

Because in their mind:

👉 A vendor follows.

👉 A leader shows the way.

This isn’t about arrogance. It’s about emotional altitude.

🧠 Bullet Two: Guide From the Front. Not From the Knees

So when that question comes “Have you worked with others in our industry?”

You don’t flinch. You don’t shrink.

You own the moment. You say:

“I have—but what I’ve found is the industry matters less than the challenge you’re facing. OR

My focus is solving that challenge—and I’d be happy to walk you through how I approach it.”

That’s posture. That’s power—with grace.

That’s leadership. Because what they really want isn’t a portfolio.

They want peace of mind. And peace doesn’t come from proof.

It comes from presence.

​

Your Turn

If you keep getting questions that feel like tests… that’s not a sign you need more case studies.

It’s a sign you need more confidence in the room.

Stop chasing their approval. Start earning their trust—by guiding the dance.

You don’t need to prove yourself. You just need to show up like the guide you already are.

👉 Hit reply and tell me—what’s a sales moment you wish you’d handled differently? I’d love to hear.

👉 Know a founder who needs to hear this? Forward this email to them—they’ll thank you later.

📢 Dhiren’s Updates

Entrepreneur Basecamp Is Back: We just wrapped up our 5th cohort—and it was the best one yet.

If you’re tired of spending thousands on marketing that doesn’t work, join the next 3-day bootcamp built for agency and consulting founders.

Next cohort: April 16th, 2025.

Reply to this email and I’ll send you the details..

📌 Dhiren’s Pick of the Week

📚 Book: Never Split the Difference by Chris Voss

Former FBI negotiator Chris Voss breaks down how to stay in control during high-stakes conversations—without sounding pushy or defensive.

If you ever feel like clients are testing you or holding the upper hand, this book will change the game.

Have you read it? Reply and let me know what you think! 🚀

Much Love,

Dhiren Bhatia ​Founder, Elevated Entrepreneur ​ElevatedEntrepreneur.co​ ☎️ Book a 1:1 Clarity Call​

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