Description

Quantifying a problem - figuring out what your product or service is worth to your client is a significant part of knowing if you'll get the contract. Sometimes it's trickier than others, but ultimately everything had a value. You might not always be able to attach a dollar amount up-front to every problem, but you can work with the person in front of you to understand the impact of their current situation.

• Do you sell graphic design services? What's the impact of bad design?
• Do you sell accounting services? What's the impact of lousy bookkeeping?
• Do you sell branding services? What's the impact of not being known?
  

Specifically, in this episode, we talk about:

• How do you know if a discovery call/meeting with a prospect went well
• How to deliver proposals
• How to quantify a prospect's problem
• Why quantifying a problem doesn't necessarily mean $ for $
• The biggest blocker to quantifying a problem is telling instead of asking

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