December 17, 2019

“Where should I draw the line with free advice in a sales interview with a prospective client?” and more...

Sent by Jonathan Stark on December 19th, 2019

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

Good stuff!

Here are some of the questions I answered today:

After the brain dump and why conversation, how does it look/sound when you transition the conversation into talking about your price? (still getting the hang of this, i know it’s to qualify fit/answer objections). Do you present 3 pricing tiers on the spot? Do people get shook when they see the numbers? After presenting price would you ever change it? Seems at this stage I either have to walk away with a check or nothing. (will be our 3rd meeting, 5hrs later.) (timestamp 1m 44s)

For the first time in my life I am having valuable/completely different convos with potential clients. In my mind even though i’ve specialized and am focusing on an outcome, i’m still getting hung up on pricing. In my digital/creative field I practically have no costs and am creating intangible assets. How do I get over this and just break through saying numbers like $50k? I know it’s all in my head but I’m coming from a place where the most I ever charged was $5k and still doing $500 gigs. (timestamp 13m 30s)

My why convos/me asking questions about their biz have been turning into 2hr long unpaid discovery sessions. It’s been helping me understand where they’re coming from/where they want to be, but am I going off track here? Where do you draw the line when it comes to access to your head and letting people know they will need to hire you for a consultation? (timestamp 29m 0s)

Met with someone who owns a successful investment management firm and wants to build authority on the web for their industry. They purchased a $3.5k youtube/sales funnel ecourse roadmap. They are too busy to do it themselves and want me to execute everything for them from the roadmap. I asked why me and they want one person they can trust that will get the job done. Pretty much I am building their money-making vehicle, but it’s not my roadmap. How would you approach/price a project like this? (timestamp 36m 38s)

I’m working on creating an ideal customer avatar - aka buyer persona - aka a bunch of other terms. There are a ton of resources on this that suggest going into so much detail that you list what they had for breakfast. It’s too much. What is the 80/20 or MVP of an ideal customer avatar? (Note: next question is somewhat related) (timestamp 49m 23s)

Can content marketing work for generalists? Is there a requirement to be a specialist to make content marketing work? This is related to the previous question :) (timestamp 53m 54s)

I have a bunch of email addresses of prospective clients (not bought- found via a directory they are members of). Any ideas on how can I use these in a non-spammy way, e.g. create look-alike audience in FB, etc? (timestamp 64m 2s)

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

Do you have questions like these that you’d like to get answered?

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Yours,

—J

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