If prospects don’t value my time and aren’t willing to invest, I am out the door. Before, I was wasting a lot more time on prospects than I should. I was writing proposals that went know where. Taking meetings with people that had no intention of engaging our services. Wasting a lot of time taking on projects that paid less than fast food wages. Of course, Rick is the expert at knowing what to do and when to do it - in the sales process. As Eric knows, he’s been training me. I wouldn’t know when to do it, and wouldn’t always have the ability to do it, if I didn’t have Rick at the other end of the line coaching me through these things. Before, I thought I could figure out these things on my own. But, looking back, I know I would have continued spinning my wheels.

I was having the exact same pricing structure discussion with a retired MBA Professor from Univ of Michigan this morning. He was warning me as I launch my new business that initial discount pricing and special arrangments are one of the most common and more difficult to remedy mistakes new service businesses make.

With your clear sincerity, I cannot imaging that you will not get that client back eventually. Good luck,