October 24, 2023
How to structure proposals and pushback on price
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<span style="font-size:16px;">👋 Welcome to the Pollen newsletter, where we share in depth tactics and best practices for your independent business.</span></p><p style="margin:0;font-size:16px;text-align:center;mso-line-height-alt:24px"><br><span style="font-size:16px;">💪 <a href="http://email.runpollen.com/e/c/eyJlIjoxMjU2ODEsImVtYWlsX2lkIjoiZXhhbXBsZSIsImhyZWYiOiJodHRwczovL3d3dy5ydW5wb2xsZW4uY29tL21lbWJlcnNoaXA_dXRtX2NhbXBhaWduPTEwJTJGMjQrV2FpdGxpc3QrTmV3c2xldHRlclx1MDAyNnV0bV9jb250ZW50PTEwJTJGMjQrd2FpdGxpc3QrbmV3c2xldHRlclx1MDAyNnV0bV9tZWRpdW09ZW1haWxfYWN0aW9uXHUwMDI2dXRtX3NvdXJjZT1jdXN0b21lci5pbyIsInQiOjE3MDc5NDY5MzV9/af4ad64f177641fc73d0a3be42aa50eba22e3617bfa5332fb3f6454ecf6b9ffa" style="text-decoration: underline; color: #343446;">Apply to join Pollen</a> for access to this entire post and full membership benefits.</span></p></div>
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<span style="font-size:16px;">Converting leads to clients can often be one of the biggest challenges for an independent. Let’s grab some actionable tips about sales, from some of our mentor-written playbooks.</span></p></div></div></td></tr></tbody></table><table border="0" cellpadding="0" cellspacing="0" class="text_block block-3" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0;word-break:break-word" width="100%"><tbody><tr><td class="pad" style="padding-bottom:10px;padding-left:20px;padding-right:20px;padding-top:10px"><div style="font-family:Arial,sans-serif"><div class="" style="font-size:12px;font-family:'Helvetica Neue',Helvetica,Arial,sans-serif;mso-line-height-alt:18px;color:#000;line-height:1.5"><p style="margin:0;mso-line-height-alt:30px"><span style="font-size:20px;"><strong>1. Handle pushback on reducing price</strong></span></p></div></div></td></tr></tbody></table><table border="0" cellpadding="0" cellspacing="0" class="text_block block-4" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0;word-break:break-word" width="100%"><tbody><tr><td class="pad" style="padding-bottom:10px;padding-left:20px;padding-right:20px;padding-top:10px"><div style="font-family:Arial,sans-serif"><div class="" style="font-size:12px;font-family:'Helvetica Neue',Helvetica,Arial,sans-serif;mso-line-height-alt:18px;color:#000;line-height:1.5"><p style="margin:0;font-size:16px;mso-line-height-alt:24px">
<span style="font-size:16px;"><span style="background-color:#ffdf8f;">If you have a potential client with a lower budget, rather than reducing the price, you can offer to reduce the scope of the project.</span> This works best if there were multiple components to one project – such as three one-thousand-word blog posts and 12 social media captions.</span></p><p style="margin:0;font-size:16px;mso-line-height-alt:18px"> </p><p style="margin:0;font-size:16px;mso-line-height-alt:24px">
<span style="font-size:16px;">An example of how to respond:</span></p><p style="margin:0;font-size:16px;mso-line-height-alt:18px"> </p><p style="margin:0;font-size:16px;margin-left:40px;mso-line-height-alt:24px">
<span style="font-size:16px;"><em>This is the best price I can do for the scope of services I offer. Now if you want less scope, we could certainly reduce the price. For example, if we reduce the blog count to 800 words and remove any image sourcing, I could meet you closer to $X. Does that sound more within your budget?</em></span></p><p style="margin:0;font-size:16px;mso-line-height-alt:18px"> </p><p style="margin:0;font-size:16px;mso-line-height-alt:24px">
<span style="font-size:16px;"><strong>Get more tips for preparing for pushback in the playbook </strong><strong><em>Nail Your Sales Discovery Calls</em></strong><strong>.</strong></span></p></div></div></td></tr></tbody></table><table border="0" cellpadding="10" cellspacing="0" class="divider_block block-5" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%"><tbody><tr><td class="pad"><div align="center" class="alignment"><table border="0" cellpadding="0" cellspacing="0" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%"><tbody><tr><td class="divider_inner" style="font-size:1px;line-height:1px;border-top:1px solid #bbb"><span> </span></td></tr></tbody></table></div></td></tr></tbody></table><table border="0" cellpadding="0" cellspacing="0" class="text_block block-6" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0;word-break:break-word" width="100%"><tbody><tr><td class="pad" style="padding-bottom:10px;padding-left:20px;padding-right:20px;padding-top:10px"><div style="font-family:Arial,sans-serif"><div class="" style="font-size:12px;font-family:'Helvetica Neue',Helvetica,Arial,sans-serif;mso-line-height-alt:18px;color:#000;line-height:1.5"><p style="margin:0;mso-line-height-alt:30px"><span style="font-size:20px;"><strong>2. Approach discovery calls with a solution provider mindset</strong></span></p></div></div></td></tr></tbody></table><table border="0" cellpadding="0" cellspacing="0" class="text_block block-7" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0;word-break:break-word" width="100%"><tbody><tr><td class="pad" style="padding-bottom:10px;padding-left:20px;padding-right:20px;padding-top:10px"><div style="font-family:Arial,sans-serif"><div class="" style="font-size:12px;font-family:'Helvetica Neue',Helvetica,Arial,sans-serif;mso-line-height-alt:18px;color:#000;line-height:1.5"><p style="margin:0;font-size:16px;mso-line-height-alt:24px"><span style="font-size:16px;">When you get on your discovery calls, remember that your primary purpose is assessing the problem/solution fit. </span></p><p style="margin:0;font-size:16px;mso-line-height-alt:18px"> </p><p style="margin:0;font-size:16px;mso-line-height-alt:24px">
<span style="font-size:16px;background-color:#ffdf8f;"><em>Reminder: You’re not a salesperson, you’re a solution provider. This call is all about figuring out if your solution fits their problem, not trying to persuade them to hire you. </em></span></p><p style="margin:0;font-size:16px;mso-line-height-alt:18px"> </p><p style="margin:0;font-size:16px;mso-line-height-alt:24px"><span style="font-size:16px;">You should come into the call with humility, pride, and skepticism. </span>
</p><ul style="line-height:1.5;mso-line-height-alt:24px;font-size:16px"><li><span style="font-size:16px;">Humility: Make no assumptions that you are a fit until you <em>know </em>you’re a fit.</span></li><li><span style="font-size:16px;">Confidence: Don’t be afraid to put yourself out there. You’re talented and have expertise. Don’t be shy about your skills and experience.</span></li><li>
<span style="font-size:16px;">Skepticism: Double confirm that you are a mutually good fit. Will they pay you what you’re worth? Can you solve the problems they have? </span></li></ul><p style="margin:0;font-size:16px;mso-line-height-alt:24px">
<span style="font-size:16px;">With a healthy mix of those three traits in mind during the call, you’ll be able to figure out if you’re the right solution for their problem. Ultimately, you should end your “sales” call without any selling at all. They have a problem, and you can fix it for them. </span></p><p style="margin:0;font-size:16px;mso-line-height-alt:18px"> </p><p style="margin:0;font-size:16px;mso-line-height-alt:24px">
<span style="font-size:16px;"><strong><em>Build a system of referrals in <a class="" href="http://email.runpollen.com/e/c/eyJlIjoxMjU2ODEsImVtYWlsX2lkIjoiZXhhbXBsZSIsImhyZWYiOiJodHRwczovL3d3dy5zdGVmYW5wYWxpb3MuY29tLz91dG1fY2FtcGFpZ249MTAlMkYyNCtXYWl0bGlzdCtOZXdzbGV0dGVyXHUwMDI2dXRtX2NvbnRlbnQ9MTAlMkYyNCt3YWl0bGlzdCtuZXdzbGV0dGVyXHUwMDI2dXRtX21lZGl1bT1lbWFpbF9hY3Rpb25cdTAwMjZ1dG1fc291cmNlPWN1c3RvbWVyLmlvIiwidCI6MTcwNzk0NjkzNX0/15f7f09999df82504214334968196220fe77055ae75729fa31a079d0e7b673c7" rel="noopener" style="text-decoration: underline; color: #343446;" target="_blank">Stefan Palios</a>’ Pollen playbook </em></strong><strong><em>Get New Clients Through Referrals</em></strong><strong><em>.</em></strong></span></p></div></div></td></tr></tbody></table><table border="0" cellpadding="10" cellspacing="0" class="divider_block block-8" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%"><tbody><tr><td class="pad"><div align="center" class="alignment"><table border="0" cellpadding="0" cellspacing="0" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%"><tbody><tr><td class="divider_inner" style="font-size:1px;line-height:1px;border-top:1px solid #bbb"><span> </span></td></tr></tbody></table></div></td></tr></tbody></table><table border="0" cellpadding="0" cellspacing="0" class="text_block block-9" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0;word-break:break-word" width="100%"><tbody><tr><td class="pad" style="padding-bottom:10px;padding-left:20px;padding-right:20px;padding-top:10px"><div style="font-family:Arial,sans-serif"><div class="" style="font-size:12px;font-family:'Helvetica Neue',Helvetica,Arial,sans-serif;mso-line-height-alt:18px;color:#000;line-height:1.5"><p style="margin:0;mso-line-height-alt:30px">
<span style="font-size:20px;"><strong>3. Start your proposals with...</strong></span></p></div></div></td></tr></tbody></table><table border="0" cellpadding="10" cellspacing="0" class="divider_block block-10" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%"><tbody><tr><td class="pad"><div align="center" class="alignment"><table border="0" cellpadding="0" cellspacing="0" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%"><tbody><tr><td class="divider_inner" style="font-size:1px;line-height:1px;border-top:1px solid #bbb"><span> </span></td></tr></tbody></table></div></td></tr></tbody></table><table border="0" cellpadding="0" cellspacing="0" class="text_block block-11" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0;word-break:break-word" width="100%"><tbody><tr><td class="pad" style="padding-bottom:10px;padding-left:20px;padding-right:20px;padding-top:10px"><div style="font-family:Arial,sans-serif"><div class="" style="font-size:12px;font-family:'Helvetica Neue',Helvetica,Arial,sans-serif;mso-line-height-alt:18px;color:#000;line-height:1.5"><p style="margin:0;font-size:16px;text-align:center;mso-line-height-alt:30px"><span style="font-size:20px;"><strong>Apply for membership to read the rest</strong></span></p><p style="margin:0;font-size:16px;text-align:center;mso-line-height-alt:18px"> </p><p style="margin:0;font-size:16px;text-align:center;mso-line-height-alt:24px">
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<span style="font-size:16px;"><strong>A membership gets you:</strong></span></p><p style="margin:0;font-size:16px;text-align:center;mso-line-height-alt:24px"><span style="font-size:16px;">Every newsletter and 30+ playbooks</span></p><p style="margin:0;font-size:16px;text-align:center;mso-line-height-alt:24px"><span style="font-size:16px;">Weekly tactical events and workshops</span></p><p style="margin:0;font-size:16px;text-align:center;mso-line-height-alt:24px">
<span style="font-size:16px;">Network referrals</span></p><p style="margin:0;font-size:16px;text-align:center;mso-line-height-alt:24px"><span style="font-size:16px;">Discounts to over 100 tools</span></p><p style="margin:0;font-size:16px;text-align:center;mso-line-height-alt:24px"><span style="font-size:16px;">Access to industry groups </span></p><p style="margin:0;font-size:16px;text-align:center;mso-line-height-alt:24px">
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