FS 288: Scope Last
Devchat.tv Episode Roundup
English - March 15, 2018 10:00 - 1 hour - 61 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
In this episode of the Freelancers’ Show, the panelists discuss pricing. They really emphasize the fact that you need to think about the scope last when making a sale. You should be focused on the desired future outcome and the intensity of the problem at hand before you think about the scope. They discuss this concept and give many other tips on things you should be thinking about and saying when pitching a project proposal to clients.
In particular, we dive pretty deep on:
What is scope?
Coming at a project from a value basis
Don’t think about the scope in a sales meeting
Focus on the business goals at first
What is going to make their business better?
Why do they need your services?
Get a picture of their long-term goals
Asking these questions differentiates you
Humanizing the conversation
The importance of having the “why” conversation
Always give three options in a project proposal
Set prices and then define your scope
Show them that what you are planning on doing will help them reach their goals
If they succeed, you succeed
How do you convince clients to work with you and pay you to help them?
You have to be good at what you do
Be comfortable speaking business language
Let them know that you have their best interest at heart
And much, much more!
Picks:
Reuven
“How China Is Changing Your Internet” NY Times Video
How To Set Up Alipay As a Foreigner by Sijia Chen
Jonathan: