Bells & Whistles

What if a client doesn't understand what they're getting themselves into? Talking points: The sales meeting is not over until you're reasonably confident that you can help improve the client's condition. Don't quote work that you believe will most likely hurt the client (even if they insist that they know what their doing). If you are skeptical of the client's vision, tell the client so and ask them to help you "connect the dots" to understand their business case. You need to understand the client's desired business outcomes in order to write a value based proposal (a feature list is not sufficient). Separating fools from their money is bad way to build a long-term business. When offering options, the lowest price option should be the thing that you agreed to in the sales meeting. Higher tier options may or may not have been discussed in the sales meeting. The lowest price option should be the most risky to the client and the highest tier should be the least risky to the client. Questions? Leave me a voicemail at (401) 952-8899 and I'll include your recording in an upcoming show. Cheers! —J ----Do you know you need to niche down, but keep hesitating because you're afraid of picking the wrong niche, cutting off good opportunities, or boxing yourself in?You DON'T need more convincing that vague positioning is a problem.You DO need a way to make positioning feel less risky so you can finally choose a direction, test it in the market, and adjust without blowing up your business.On Tuesday, September 8th, 2026, at noon Eastern Time, I'm running a live workshop called Positioning For Soloists Having A Hard Time Niching Down.That's what we'll tackle in this workshop.It's the second session of my Fall 2026 Soloist Growth Workshop series for expertise-based business owners just like you.Live attendance is limited to 20, so don't wait.Learn more at: https://jonathanstark.com/sgsEnroll in Positioning For Soloists now »Hope to see you live in Zoom on Tuesday.