Captain’s log, stardate 20160811
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.
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