Captain’s log, stardate 20210729
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“What can I do when a prospect goes dark after I sent a proposal?” and more…
In today’s group coaching session, we had a bunch of good questions that touched on topics like:
- How to I know when my course is ready to ship?
- How to I let people know I’m the only consultant in my area of expertise?
- Should I value price everything or publish fixed prices on my website?
- How is coaching different from an advisory retainer?
- How do I value price an MVP software product?
- What can I do when a prospect goes dark after I sent a proposal?
Plus, we did a homepage teardown, and a live demo of how to find watering holes for people in an obscure niche.
Here are some of the questions I answered today:
How do handle the internal war between “being polished” vs. “just ship it and iterate”? I am specifically thinking about a course I am developing. (timestamp: 2m9s)
There are many experts in my technical field, but they are either academics, internal employees, or owners of manufacturing companies. How do I highlight on my website that I am the only consultant with strong online presence in my field? (timestamp: 4m53s)
Hi there. I am curious about 2 things. Should we ask potential clients what their budget is before sending a proposal? Should we strive to price our offerings (x for a particular type of engagement, y for another) rather than coming up with individual value-based estimates for each engagement? (timestamp: 14m14s)
How do you distinguish and structure an advisory retainer engagement versus coaching? Are there other kinds of productized services that are longish-term (4 months or more) and that don’t have the clear beginning, middle, and end of a custom project? (timestamp: 25m38s)
How to help prospects define the desired outcome that is measurable when it comes to creating new apps? Context: Call with the candidate was around a new product opportunity for his self-funded startup company. The goal was to make an MVP; he’d would take over the marketing. However, he couldn’t understand how to measure the success of this MVP project other than 0 and 1. (timestamp: 41m31s)
I quoted my client 3 options based on value after a sales call. My missing link was putting a number on that value with the client. The proposal went far beyond the initial request for facilitation support. My pricing was out of alignment with her expectations. She went dark. I sent an email offering to work with her on pricing but she still didn’t respond. Should I just let it go or close out with one more email with a link to highly relevant content as placeholder for future discussion? (timestamp: 55m29s)
(If you’re curious, you can review the entire list of past questions here)
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