Consulting Fees: Communicating Your Value to Clients

Wondering how to prepare a potential client for your consulting fees? Watch this video, where I explain how to communicate your value to clients on a sales call.
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[@horoshuhin]

GOLD!!! especially enjoyed last tips... consulting is such a thin line to me. next level of thinking.

[@TheJonathanStarkShow]

Thanks for letting me know you found it useful, horoshuhin :) -JS

[@rosskline]

Genuinely useful, practical advice. Thanks!

[@TheJonathanStarkShow]

I'm glad to hear it! Thanks, Ross :)

[@danmoreta1549]

Extremely thankful for this. I Will implement this on a new referral in the next couple of weeks.

[@TheJonathanStarkShow]

Hi Daniel! Any luck yet?

[@ediaz7648]

Thank you, Jonathan.

[@TheJonathanStarkShow]

YW!

[@matthewTobrien]

I love this .... WHEN the prospective client actually perceives of a business problem they're trying to solve. And perhaps in web/software development prospective clients come to professional services like yours with that business problem in mind. As a motion design firm (video storytelling), most of our prospective clients think maybe a video would be a good idea, or cool, or whatever. The point person is often a marketing director who's thinking tactically instead of strategically, etc. We've had to say no to a lot of projects because the prospective client doesn't have a business problem they're trying to solve so there's no way even our minimum cost of engagement is in the ballpark of what they want to spend. They're looking at the project as an expense, not an investment.

[@TheJonathanStarkShow]

Yep, if the person you're talking to doesn't know what they are looking to achieve from your assistance, then you're talking to the wrong person (if you want to do high value work). Walking away is the best move if you can afford to do so.

[@dataclashers]

Learned a lot! Thanks for making these videos.

[@tymoteuszolszewski7961]

This is super helpful! Thank you🎉

[@insightdesignsolutionsinc.]

Excellent advice!!

[@TheJonathanStarkShow]

Thanks!

[@viktorskarlatov8227]

pure gold

[@nurtured-channel2953]

Jonathan thank you for this 🔥🔥🔥

[@renobrecords]

Just found your channel, highly underrated! Are those karate belts I spy in the background?

[@nosaiyare5190]

This is some good stuff

[@alexbastidadiez]

One question, how you should do the why conversation if you are the one going to the clients and not the other way around?

[@TheJonathanStarkShow]

When you reach out to them, invite them to a phone call to 'see if there is a good fit', NOT to pitch your solution

[@njbright8626]

Hey Jonathan, new subscriber here and I love your videos! Thank you. Question about this one - what if your questions backfire and ends up with the prospect saying, "Oh yeah, I didn't think about that. I guess I could hire that cheaper person/use that other solution etc." I know it's unlikely, but would you just put that down as disqualifying them, or would you still try and turn them around at that point?

[@TheJonathanStarkShow]

I wouldn't call that backfiring; I'd call that dodging a bullet. (So yeah... pass on the work) Thanks for the question, Nick!

[@RepublicAllegiance]

baddass

[@missyfromholland4004]

Word salads 🥗 word salads 🥗

[@marcschelz]

Been on quarantine for a couple of days and I have been watching your content all of the time. More pls :)

[@virgilhorghidan7496]

GOLD!

[@zankhanabroker]

You are talking from perspective of someone who has made a name in market. If someone is new then how to get the nos.

[@TheJonathanStarkShow]

By making a name for yourself. Nobody is born with an audience :) Thanks for the question!

[@zankhanabroker]

@@TheJonathanStarkShow yes true get that. My question was from "How" perspective

[@movingdog5352]

This 3 questions method is a great practical way of implementing value conversation (as Blair Enns defined) but in a very natural, conversational way (not going full on Dan Sullivan on them and try to behave like a shrink). Just had one such conversation with a client and it really helped in getting the value and structuring the engagement. Thank you Mr. Stark!

[@TheJonathanStarkShow]

That's great, congrats! Thanks for sharing 🙂👍

[@tatoman2]

Absolutely GOLD, thanks.

[@TheJonathanStarkShow]

You're very welcome Rafael!

[@heatherpsyd]

Excellent question! Thank you so much!

[@TheJonathanStarkShow]

You are so welcome!

[@boondockwzrd]

this video is soooooooo good! thank you for sharing...really made a light bulb go off for me!

[@kingofaces97]

Love this content thank you

[@TheJonathanStarkShow]

My pleasure!

[@jozefgajdos717]

Thanks for the advice.

[@TheJonathanStarkShow]

Any time!

[@bryanseton]

Great thoughts 👊

[@quantum7690]

Jonathan i love you

[@Elusar316]

Love this

[@TheJonathanStarkShow]

Thanks elb!

[@phyllisjackson4116]

Thank you Jonathon.

[@TheJonathanStarkShow]

YW!