FS 273: How To Have A Better 'Why' Conversation

Panel: Reuven Lerner Jonathan Stark Kai Davis In this episode of the Freelancer’s Show, Reuven, Jonathan, and Kai discuss “Why” conversations. Jonathan outlines that, “Why” calls are the preliminary conversations of a sale call. To understand the underlying purpose of why the client wants to engage in a project with you. This is a great episode to understand how to pivot a project to increase the value of your time using a fixed rated. Also to ensure the prospect is a good fit for skills and rates. In particular, we dive pretty deep on:

• Why do sales call? To find out what the client needs
• “Preparing to reject their self-diagnosis”
• Engage in a conversation to increase the value of the project
• The customer is usually vague and they leave out the specifics fo the project
• Throwing objections at then customers to bring all considerations to surface
• Understanding why now?
• Urgency is the key to the project?
• Why hire someone like me?
• Confidence to get paid what you want
• Hourly rates? Market rate? Fixed pricing.
• Is hourly billing bad for the project?
• Newbies are quick to jump.
• Delivering ROI.
• Back Seat Driving to nowhere
• Predict Churn
• Constantly reminding them of the goal and be the guardian of the project
• What is the benefit of the project?
• Make it clear you don’t work for an hourly rate
• Productize service, value-based pricing, etc.
• Making assumptions?
• Who does this not work for?  - Those who are still learning their craft.
• And much more!

Picks: Reuven

• Fifty Inventions That Shaped The Modern Economy 

Jonathan

• “Learn Your Lines” https://expensiveproblem.com/pricing
• Pro Leg Stretcher