Ditching Hourly

Hello and welcome to Ditching Hourly. I'm Jonathan Stark. Today I'm going to talk about what to do if your client's budget is absurdly low. Have you ever been on a sales call with a prospect that seemed to be going really well until toward the end of the meeting the prospect reveals what seems to be an absurdly low budget for the work? Even if it seems obvious to you that your assistance would be worth far more than their budget, trying to directly convince them of this doesn't usually work that well. Instead, what I'd like you to do is invite the prospect into a conversation in which they voluntarily share what they believe the value of the project to be. Note that I'm talking about the value, not the budget. You don't need to ask them for the budget. We're trying to find out the value. The way to do this is with questions like, can you help me understand why your website is such a low priority? Or, am I wrong in thinking that this website could become your most profitable sales channel? Or, what's your most effective sales channel currently? Once they start answering, keep asking questions until every assumption is removed. At that point, you will either discover that the project really isn't as valuable to the client as you had assumed, or the prospect will discover that it would be silly not to invest more than they had budgeted for the project. Either way, you're better off. That's it for today. I'm Jonathan Stark, and this is Ditching Hourly. Thanks for listening. The next time somebody asks you for your hourly rate, this is what you should say. I don't have one. To learn what to say next, visit valuepricingbootcamp.com to sign up for my free email course. Again, that website is valuepricingbootcamp.com. Hey, Jonathan again. Do you have questions about how to improve your business? Things like value pricing your work instead of billing for your time. Or positioning yourself as the go-to person in your space. Or maybe productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal. Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes you to get ready for work in the morning. Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call you don't feel like it was worth it, just say the word and I'll refund your purchase in full. To book your one-on-one coaching call, go to jonathanstark.com slash call. C-A-L-L. That URL again is jonathanstark.com slash call. Hope to see you there.