April 21, 2016
Successful businesses have happy customers. Taking the time to discover the real problems, pain points and opportunities of your clients will help you propose and sell the solutions they need. This will make them happy. Your business will benefit as a result.
This presentation will cover:
The importance of Discovery and how to conduct it.
How to help customers define clear business objectives so you can enable their success.
How articulate differentiation and focus on value instead of price.
Choosing hourly vs fixed bid pricing based on the situation.
When and how to bundle additional services like hosting, SEO and support services.
How and when to say no to new prospects