Captain’s log, stardate 20180801
Sent by Jonathan Stark on August 2nd, 2018
Longtime reader Michael Spangler wrote in to share a recent success (shared with permission):
Hey, Jonathan! I lead my first value conversation today. It was with a RV storage company for high-end RV owners. Their initial budget was between $7200 - $9600. However, by walking through the phases of the value conversation, I was able to shift the conversation to a budget between $10,000 and $40,000. My team and I may not be able to come up with a solution that would provide the ROI necessary to charge $40k, but the main thing - at least in my mind - was that premise of the entire conversation was shifted. Now when we come back with our 3 options, they’ll all be anchored against $40,000 instead of $10,000. I set up the proposal meeting for next Tuesday. I’ll let you know what happens. Thanks!
Best of luck on the proposal 😎👍
P.S. Do you think you’ll be writing a proposal in the next month? I’d be willing to bet you’re going to price it too low. One of the things we do in my private coaching program is optimize your proposal writing skills. I’ve had several students make back more than their entire six month coaching fee in one proposal -> https://jonathanstark.com/coaching