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Dick << I should add that I did base my proposal on a slightly lower pricing
schedule than I'd eventually like to maintain. But I did that because so
far my publishing imprint doesn't have any books, and therefore clients
are taking a risk. Once I have a couple of titles under my belt (and on
my site), I'll bring prices back up to average or above.>>
Another way to avoid sticker shock (for future use) is to "trial close," at
the right time. A trial close is to test the water with the potential client
to ensure you are both on the right page, and it's done before the proposal.
A good rule of thumb for a proposal is to never present "new" information to
a client. Your dialogue with the client should be such that your proposal is
only a confirmation of what you have already agreed to in principal.
Managing expectations is a practice that is just as effective in sales as it
is in writing. Not managing expectations yields problems.
To ensure your future efforts in this work are successful, you might
consider working out a little spreadsheet for yourself with Gene's info in
it. Memorize that spreadsheet. That way, in the course of dialogue with
future buyers of your services, you'll know "off the cuff" approximately
what numbers might be reasonable to trial close with. A trial close would
sound something like: "So, based on what you've told me, we'll need an hour
interview. From my experience, I've learned that hour usually requires from
12-15 hours of writing on my part. I usually charge about XX per hour. Does
this sound as if it's in the right ball park for your plans?"
Then, you'll find out his objections while you are right in front of him,
and you will get a second chance to position your value.
Sherry
Sherry Michaels
President
Michaels & Associates
11639 E. Wethersfield Rd.
Scottsdale, AZ 85259
480-614-8440 Local
877-614-8440 Toll free
480-614-2775 FAX
www.docntrain.com
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