January 14, 2021
“How should I handle incoming email leads WITHOUT talking to them on the phone?” and more...
In today’s group coaching session, we had a bunch of good questions that touched on topics like:
- How to handle inbound leads without jumping on a phone call
- How to set up tiered support pricing based on value, not hours
- A default product ladder for solo consultants selling advisory services
- The differences between marketing to small business vs enterprise clients
- Thoughts on when to sign NDAs (and when not to)
And we did a detailed website teardown, which is always useful :-)
Here are some of the questions I answered today:
I get leads via email. Most of the time the request is pretty vague (ie: “I want to start automating Google Ads using scripts, can you help me?”). I dont want to schedule phone calls. Do you have tips for having the Why conversation via asynchronous communication like email? (timestamp: 1m 35s)
A client with whom I have an ongoing relationship asked me to sign an NDA, ostensibly to protect their own clients. I would’ve declined the opportunity had the demand been made in the beginning. After some deliberations and legal advice, I ended up making some changes to the document. I haven’t received a response yet, but expect one shortly. Any advice on how to face the current situation and avoiding similar ones in the future? Sorry if this is not enough context or the question is too broad. (timestamp: 7m 24s)
I’ve been starting to think about tiered pricing however I’m falling into the trap of thinking of the price tiers in terms of more time/features which I want to avoid because the time spent doesn’t determine value. Do you have any thoughts or resources on how to frame your tiered pricing based on value/benefits? I’d like to offer web design support but struggling to think of how I’d split this up into tiers beyond more hours. (timestamp: 10m 30s)
What are differences in marketing to small business owners vs. corporations? (timestamp: 21m 33s)
Can you recommend a product ladder that would be appropriate for a solo consultant who does technical advisory engagements for corporations? Specifically, would corporations buy a single consulting session? I think they would expect an intro call to be free, even if I did promise actionable outcomes from the meeting. (timestamp: 28m 35s)
(If you’re curious, you can review the entire list of past questions here)
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