Sent by Jonathan Stark on August 11th, 2016
Early in the sales process, it’s quite common for a prospective client to ask:
“Can you give me a ballpark on what this might cost?”
To which I reply (with a big smile on my face):
“Between five thousand and five hundred thousand.”
This usually gets a laugh, which is what I’m going for.
(I deliver this line with a smile on my face, even if I’m on the phone... people can hear you smiling.)
You should adjust the numbers up or down into a realistic range for your services, but the high number has to be WAAAAAY higher than the lower one (e.g., 50-100x).
Once the chuckling is over, I say:
“I need to crunch some numbers. Can you give me a few days to put a proposal together?”
They’ll say, “Yes.”
And then I say:
“Thanks. I see a few ways to tackle this project. In my proposal, I’ll provide a range of options for you to choose from. I can have it to you on Monday. Will that work?”
Again, they’ll say, “Yes.”
And... that’s all there is to handling the ballpark question.
Don’t have my book yet? You can buy it here: HourlyBillingIsNuts.com
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