“At which point in the conversation with prospective clients can you recommend introducing your rate for each project?”

In the beginning, I told prospects my fees right up front. In fact, I published it on my website! Everyone knew. It helped me filter out silly tire-kickers and only deal with serious prospects. Today, I tell them their investment only after we’ve been through a number of questions and I know all about their business and the project. On a side note… it’s a great strategy ask a TON of questions. It sets you up to up-sell and cross sell them in the future. Remember, the very BEST marketing you’ll ever do is with your existing clients. A bird in the hand is better than two in the bush.

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