Ditching Hourly

Bells & Whistles

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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


    ----

    Do you have questions about how to improve your business?

    Things like:

    • Value pricing your work instead of billing for your time?
    • Positioning yourself as the go-to person in your space?
    • 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 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:

    https://jonathanstark.com/call

    I hope to see you there!

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    Ditching HourlyBy Jonathan Stark
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