FS 273: How To Have A Better 'Why' Conversation
Devchat.tv Episode Roundup
English - November 24, 2017 18:03 - 4 minutes - 63.2 MBHow To Education Business Careers programming javascript web framework development front end developer programmer internet node Homepage Download Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
Panel:
Reuven Lerner
Jonathan Stark
Kai Davis
In this episode of the Freelancer’s Show, Reuven, Jonathan, and Kai discuss “Why” conversations. Jonathan outlines that, “Why” calls are the preliminary conversations of a sale call. To understand the underlying purpose of why the client wants to engage in a project with you. This is a great episode to understand how to pivot a project to increase the value of your time using a fixed rated. Also to ensure the prospect is a good fit for skills and rates.
In particular, we dive pretty deep on:
Why do sales call? To find out what the client needs
“Preparing to reject their self-diagnosis”
Engage in a conversation to increase the value of the project
The customer is usually vague and they leave out the specifics fo the project
Throwing objections at then customers to bring all considerations to surface
Understanding why now?
Urgency is the key to the project?
Why hire someone like me?
Confidence to get paid what you want
Hourly rates? Market rate? Fixed pricing.
Is hourly billing bad for the project?
Newbies are quick to jump.
Delivering ROI.
Back Seat Driving to nowhere
Predict Churn
Constantly reminding them of the goal and be the guardian of the project
What is the benefit of the project?
Make it clear you don’t work for an hourly rate
Productize service, value-based pricing, etc.
Making assumptions?
Who does this not work for? - Those who are still learning their craft.
And much more!
Picks:
Reuven
Fifty Inventions That Shaped The Modern Economy
Jonathan
“Learn Your Lines” https://expensiveproblem.com/pricing
Pro Leg Stretcher