Eric Siu explains how to move from small deals to six-figure contracts by asking clients about specific goals and metrics during discovery calls, then pricing based on the value of hitting those targets rather than your time or costs.
You want to know the difference between a $10,000 a month contract versus a $100,000 a month contract? $100,000 a month? Yeah, $100,000 a month. What's the difference? Okay, all I had done on these discovery calls, so 7, 8 years ago I was on these discovery calls, literally I would just say, hey Neil, tell me what your goals are exactly. Okay, so what metrics do we need to hit exactly to be successful, right? And you see where I'm going with this. And then I'll be like, okay Neil, what's the value of meeting that metric? Oh, okay, $10 million. Well Neil, Let's just say hypothetically, we can guarantee that we can hit the $10 million, 100%. Is it fair for you to pay us $1 million? Why yes, Eric, if you can guarantee it, right? Nobody, like what idiot is going to say no to that, right? I'm going through, I'm like, I'm listening to this segment of the call and we had priced this thing on value, okay? And basically one of the deals was the guy was like, oh yeah, no, we don't do the smaller ones. We're going to do the $100,000, okay? But like that was just reframing a little bit, asking a little more, asking about the value. And you can't do that for everyone, by the way. So just keep that in mind. But the more you can frame around value-based pricing, the more successful you're going to be.
