Captain’s log, stardate 20191217
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“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:
- When to present prices to prospective clients
- What to do when a prospective client is shocked by your price
- How to get used to quoting prices that are 10x higher than you’ve ever quoted before
- Where to draw the line with unpaid assistance in a sales interview
- How to quickly flesh out your ideal customer avatar
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)
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