marketing & sales

today’s bissett bullet: “build up the strength of your offer first before you talk about what it will cost.”

by martin bissett

have you ever listened to someone talk you through something that sounds incredible but the more they talk, the more you can feel the cost rising until you almost don’t want to ask for the price? talk your client through the impact of your work on their business and build an expectation that the number that’s coming is going to be far bigger than it actually is. that way, it is a comfort to them when the cost presented is lower than they expected.

today’s to-do:

look at your next proposal. how can you use the impact of your work to suggest a higher price than you end up quoting? practice your delivery before the next meeting with them.

see more bissett bullets here

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