An End to Price Wars?
How to never get undercut again by being a "consultative seller"
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9. Bill Your Time
An uncomfortable idea for some, billing clients for your consultative time is nevertheless a core part of the process. "I don't think it's unfair to ask a client for money up-front to cover your time or even get some profit out of it (if you're smart, you should)," said Felber. "If I charge somebody $1,000 or $2,500 or $3,000 just for building the campaign, that's worth something. Then I can sit there and say, 'Yeah, here's what it costs to consult with me, I'd love for you to execute with me, but if you don't, that's okay too, because I'm still going to get my money up-front."
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Michael Cornnell
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