Once you’ve met some potential clients, you need to close the deal.
If you’re like I was when I started, you probably have a pretty loose process. For the first several months, my process looked like this:
- Discuss needs with the client
- Try to get a rough sense of budget
- Guess the highest price point you think they’ll buy
- Prep a proposal or statement of work
- Hope for the best
I closed about 70% of the clients I pitched this way, so it felt reasonably good.
Then I ran the numbers. Losing 30% of clients—and guessing on the price point—was incredibly expensive! I was leaving tens of thousands of dollars on the table every year.Read More »