FS 273: How To Have A Better ‘Why’ Conversation

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    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

    Jonathan