YOU: “What problems have you or your company found so pressing and important that you actually spent money bringing in an outside resource to help you solve them over the past few years?”

Tell your prospect at the outset that you’d like to cover six topics. This previews where you’re headed and demonstrates from the start that you have a robust process. Simply knowing you’re being deliberate starts to create a safe space for him to share. The six topics you’re going to cover are: 1. Situation 2. Desired Outcomes 3. Indicators of

Fee Structure #6: Fixed Value-Based Fees with a Bonus

Learn what clients have actually spent money on in the past, not what they say they’ll do in the future.

Pricing tip # 1: Find out what the budget is up front.

You have to be the consultant he trusts most.

I’ve found that a bit of flattery (if it’s sincere) goes a long way, as does an approach that is casual and expressly not selling anything.

Stage 1 is explicitly confirming the Context. During this stage you’re also going to start crafting and revealing your persuasive story. Stage 2 is adding the final components that comprise a killer proposal, then submitting it for approval.

Decision #2: The Timing of Your Fees