The Freelancers' Show

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 projectThe customer is usually vague and they leave out the specifics fo the projectThrowing objections at then customers to bring all considerations to surfaceUnderstanding why now?Urgency is the key to the project?Why hire someone like me?Confidence to get paid what you wantHourly rates? Market rate? Fixed pricing.Is hourly