Ditching Hourly

Bells & Whistles

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March 17, 2018 10:51am

11m

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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Before you go!

The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course.

Hope to see you there!

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    Jonathan Stark

    Host

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    Jonathan Stark

    Host