Landing a whale..

That's an excellent point. I got a couple of weeks to really write out my plan of attack on how I approach him. I'll let you guys know. I really have no interest in training a potential competitor.

Yep, just spent 5 hours of my time trying to woo a company of size myself.

After spending 30 plus hours of research before my 5 hour meeting that was supposed to be only a 2 hour introductory meeting, I have found that the company is now hard at work implementing the exact game plan I had proposed to them.

In fact, I handed them the game plan in a step by step presentation.

My bad.

Live and learn.

I was asked to do a presentation in November that I was concerned might turn out this way... (An associate recommended me to them).

So right up front I bluntly said, "Is this a paid consultation, where I give the info, or is this a sales pitch/presentation where you might want my services?"

I was about to do it as giving the info and thinking they might hire me, but then realized - this exact thing could happen - so why should I give it out for free, when my time is involved both in research and in presentation, only to possibly have them "hire" someone else or do it themselves?

Their answer: Do it as a paid consultation for starters.

I charged an hourly rate for "most" of the time (I actually worked a few hours more than I billed them for, but I was okay with that).

Did a full powerpoint presentation on what they "have" done, and what they're totally missing (a lot, and I didn't even go into everything)... but it was enough that they were even without being overly technical, a little overwhelmed by all that they needed.

At the end, they thanked me for it, and the boss was a little hesitant about all the work still involved, then asked if there was someone who could do this all?

My associate piped up before I could even speak and said, "Amber does this!" (Gotta love him LOL).

So they asked me to give them a quote for services - I gave them three options in a formal letter... he thought about it, asked questions, and then they asked me to come in to "sign the deal" another week later.

Did so. And when I was there, he LIKED that I had given him three options, from the "budget" to the highest level - it allowed them to choose what fit with THEIR budgets at the time. (They chose the mid range, but told me to tell them when we've completed that and they're ready to move to the highest one).

So - in my opinion/experience - don't give "TMI" (Too much information) at a free presentation.

As my husband always says when people ask him to SHOW or EXPLAIN how to fix a computer issue (that is typically above their heads), he basically reminds them that this is what he trained for... he can fix it for them for $50 an hour, OR he can teach them how to do it for $150 an hour.

Why? Because then THEY have the knowledge to do it themselves, and he's out of that work.

So just like this case - this was my knowledge - and its YOUR knowledge.

Don't just give it away free.

I suggest maybe giving ONE tidbit they could do free, because it gives some valuable info for them, and they see that you are legitimate.

To the OP: Perhaps you could give them a 3 option/choice? i.e., start at $599, list what you would do for that... then give them two higher choices.

See, the problem is - if you go 'too low' (as you're wondering), that company might even see it as a "too low how can he be good" OR.... that they'll think they can take advantage of you and have you work for much longer than that (but since its a quote, you have to work within that).

Give 2-3 levels of choice.

I can't remember who said it - but it was totally recommended to give 3 choices, not extremely hugely different in cost, but so that they actually make the mid-top level ones a no-brainer.

Hope this helps.

Amber