Getting the investment right is an important part of working out a deal. In this episode, we will be building on what we talked about in the last couple of episodes about the framework and science behind the IKEA effect. Today, we are diving into getting the investment right. The conversation that’s about the investment is the one that’s missed the most, but it is an incredibly important piece that you should face head-on. Here’s what you’ll learn about the investment conversation today: 1. Why you shouldn’t avoid the financial conversation
2. How to share your number verbally with your client, not in a proposal
3. Why we want to talk about finances in person with our clients
The way that you talk about money is actually more important than the dollars and cents themselves. The key is to say your numbers with confidence, in person. Avoid writing up a big fancy proposal that has everything and then send it over and hope and pray that it’s going to work out.
You can lower the scope if the price is too high. You get the verbal commitment if it’s good, but either way, have the conversation in person.
In the next video, we will be going into the topic of formal processes. Regardless of who you work with, you can use Building Everything Together in your formal processes and I’ll show you how to do that.
Mentioned in this episode:
Check out my talk with Jeff Berardi: