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What you might have missed in yesterday’s email…
The story “Kiss on the first date” continues…
I had a prospective client in my office recently who had a large web project to bid.
This person was new in their job and was struggling with the scope of the project.
When they asked me for a ballpark estimate.
Based on what I knew of the project, the price range I gave them was very large.
I knew with a price range that large, there was a slim chance I would have a shot at the job.
So, I offered this solution to him.
I invited him to a 2-hour strategy session with me for $500.
In this 2-hour strategy session, I told him that he and I would sit down and completely uncover the scope of his project.
At the end of the session, I promised to provide his with a comprehensive scope-of-work document that would allow him to get a get price-accurate bids from other vendors.
No strings attached.
$500 vs. $18,000…
A much smaller risk for him.
Plus, he could get a document that he desperately needed to understand the scope of his project.
He eagerly accepted.
A few days later, we had our 2-hour strategy session together. (second date)
Not only was I able to get paid for doing what I would have done for free years ago,
My client spent two quality hours with me.
I held back no insights or information.
I answered every one of his questions.
He was able to observe my expertise.
There were many a-ah moments.
I had just spent two hours building trust and authority with a potential client.
I reiterated that he was under no obligation to use me or my bid.
He left my office that day relieved that I was able to help him.
Based on the new scope document, he asked me to submit a proposal. (third date)
I’ll be sending it shortly.
To be continued…
Stay tuned,
~ Mat
P.S. Wondering how to build recurring revenue in your design business? I made this for you.
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