Description

We talk about:

• Jonathan’s beef with hourly rates.
• Clients don’t want your time, they want your results.
• Time is the wrong thing to focus on. What should you focus on instead?
• Transitioning your business away from the hourly model and to the value pricing model.
• The big transition: switching your mindset in the sales interview.
• You want some urgency from prospects. Why do they want it now?
• You need to ask them: “why me? Why not someone cheaper?”
• Be confident that what you deliver is the best out there, and simply be confident as a business person.
• Come to them as a peer and know you have control in the conversation.
• You need to be prepared to walk away from any client.
• How you can position yourself to make things easier.
• Always ask for testimonials from happy clients."
• What is the leading indicator that you think will lead to sales?
• Learn the difference between the strategy and the deliverables.
• Break down every possible assumption in advance.
• How to deal with cashflow problems.

Important Quotes:

• “It destroys wealth and value creation.”
• “What is their real objective?”
• “My whole life was hours.”
• “They’re expecting to get something back.”
• “That’s just basic hygiene.”
• “Share that out to the world.”
• “They don’t want to know how hard your job is.”
• “This is definitely a million dollar thing for you.”