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Getting the Gig... • No
Hocus Pocus or Slicky-Boy Sales Guy • LISTEN! LISTEN! LISTEN! • Find their pain (at a high level) • Explain your process & your USP • Let them set the next step.
Qualiﬁer Questions • We do
projects between $5000 & $100,000. Would you be in the $5-$15k range, $15-50k or $50-$100k range? • What is your time frame to make a decision? • What is your anticipated launch date? What is driving that?
“Closer” Questions • On a
scale of 0 to 10, (0 being not interested at all and 10 being ready to move forward) where are you? • How would you like me to proceed?
The Quote & Contract •
Set expectation for payment increments • Indicate that you’ll call the next day to follow up • Get a signature • Get a blanket agreement