Bells & Whistles

What if a client doesn't understand what they're getting themselves into?

Talking points:

• The sales meeting is not over until you're reasonably confident that you can help improve the client's condition.
• Don't quote work that you believe will most likely hurt the client (even if they insist that they know what their doing).
• If you are skeptical of the client's vision, tell the client so and ask them to help you "connect the dots" to understand their business case.
• You need to understand the client's desired business outcomes in order to write a value based proposal (a feature list is not sufficient).
• Separating fools from their money is bad way to build a long-term business.
• When offering options, the lowest price option should be the thing that you agreed to in the sales meeting.
• Higher tier options may or may not have been discussed in the sales meeting.
• The lowest price option should be the most risky to the client and the highest tier should be the least risky to the client.

Questions?

Leave me a voicemail at (401) 952-8899 and I'll include your recording in an upcoming show.

Cheers!

—J