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Matthew Encina
@matthewencina
, 3 tweets, 2 min read Read on Twitter
How to determine scope and price in the first meeting with a prospect. Discussion sequence:

1. What’s your goal?
2. What’s getting in the way? Why?
3. How might we solve? Are you sure?
4. What’s that worth?
5. How will we measure?
6. (Float a price range).

#business of #design
Diagnose before you prescribe. Make sure it’s a problem worth solving. Offer recommendations (even if it doesn’t involve you). And only offer your solution, if you feel confident it will actually help them.

Everything I’ve learned from @theChrisDo @jonathanstark @blairenns
Mindset going into a #sales meeting to remove the pressure:

Don’t ever WANT the job. (That makes you say and do funny things). Rather, WANT to genuinely HELP the other person. Even if it means it has nothing to do with the service your offer.

Walk away if it’s not a good fit.
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