Don’t try to sell a retainer in the proposal

Sent by Jonathan Stark on January 7th, 2017

Something to keep in mind about retainer proposals:

The word “retainer” is ill defined. Most clients think of it as “pre-payment for hours” or “monthly price for dev work”, both of which are bad ways to engage. 

Don’t try to sell the prospect on the idea of a retainer in the proposal.

Instead, explain the retainer concept to them verbally, address any questions they might have, and only present the proposal once you’ve reached agreement about the concept with the prospect. 

Yours, 

—J


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