Bells & Whistles
E52

Bells & Whistles

Summary

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

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

Creators and Guests

Jonathan Stark
Host
Jonathan Stark
The Ditching Hourly Guy • Author of Hourly Billing Is Nuts • Former software developer on a mission to rid the world of hourly building