Bells & Whistles
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
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Have you ever thought about starting a podcast but gave up because it seemed too hard?
I’ve got good news for you:
If you can run a Zoom call, you can host a podcast.
In my 5-Day Podcast Challenge, you will learn exactly what to do (and, more importantly, NOT do) to get your podcast off the ground in as little as five days.
Stop thinking and start doing. You could be inviting guests to your new show in less than two weeks.
ENROLL IN 5DPC NOW »
I hope to see (and hear) you there!
Creators and Guests
Host
Jonathan Stark
The Ditching Hourly Guy • For freelancers, consultants, and other experts who want to make more and work less w/o hiring
