RE: Dealing with price resistance?

[Michael Wyland <michael -at- sumptionandwyland -dot- com>]

Steven:

I disagree.  Chris's initial message didn't mention a disclosure from the prospect that she was evaluating other potential candidates, or that he was in a competitive situation.  Her "polite" letter was also formulaic and noncommittal.

There is also the possibility that the prospect contact wasn't, in fact, the economic buyer, but a gatekeeper of some sort without the authority to sign an agreement.  Another lesson we've learned from sad experience - insist on dealing with the prospect contact with authority to sign the agreement letter or contract - AND keep that person in the loop at key points during the contracted work.

This is one I suggest walking away from, or, at least, billing for consulting time should she reach out again.  That's another tactic we've used occasionally when a prospect has burned a lot of our time and still won't commit.  We'll as the prospect to agree to our bill our  consulting rate, discounted against the value of a contract if one materializes, on a per-hour basis.  


Michael L. Wyland
Sumption & Wyland
818 South Hawthorne Avenue
Sioux Falls, South Dakota  57104-4537
(605) 336-0244 

Web site:  http://www.sumptionandwyland.com
LinkedIn Profile: http://www.linkedin.com/in/michaelwyland

"I never considered a difference of opinion in politics, in religion, in philosophy, as cause for withdrawing from a friend." - Thomas Jefferson to William Hamilton, April 22, 1800


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