“How do I build trust with prospects when I’m just starting out?” and more...

Sent by Jonathan Stark on December 13th, 2018

In today’s group coaching session, we had a bunch of good questions that touched on topics like:

Plus, we did a teardown of a fabulous “websites for wineries” marketing site.

Good stuff!

Here are some of the questions I answered today:


When a prospect asks, “how do you price your services?” I “try” to do 10% of estimated annual hard dollar ROI outcome as long as its head and shoulders above time and materials cost now. I’ve tried to “mix in” perceived value for unmeasurable stuff as part of that value calculation based on gut, but can’t tell a prospect that. So how would you handle that question? (timestamp: 23m 52s)


Via email: I asked my client how would you measure the success of this project (after the work has been done), and they replied with the fact that they were happy with the “outcome”. Meaning the work was done, but couldn’t measure success in a dollar value. The work I provided was Brand Identity. In speaking with the founder and their staff, they all felt excited with the new look and feel of the brand. What am I missing here? (timestamp: 1m 12s)


Via email: Could a corollary to “If you’re worried about bugs, you’re not charging enough” be “If you are on thin margins you should invest more in quality assurance so there will be less bugs”? The issue here is pricing of QA services. Rich clients don’t fear bugs so don’t need QA, and poor clients fear bugs but can’t afford QA. Bummer... So how do you value price QA or other risk-control services? (timestamp: 14m 9s)


Via email: I am a 20 year old designer that is currently studying design at university. I have had paying clients but nothing over £2000 yet. My question is, how do I show the value I bring to them without having the “professional” experience? (timestamp: 46m 10s)


(If you’re curious, you can review the entire list of past questions here)

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Yours,

—J


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