How to Sell Advice

Kevin C. Whelan: In
order to do this right.

This is one of those phrases
that can really help.

Give you confidence when
making proposals on prices or

scope or time or deliverables.

And a lot of us feel when proposing
custom work, for example, that, we

need to keep costs down or keep time
constrained because the client wants

everything done fast but what's
kind of not always expressed by the

client, but is often the case, is
they also want things to be done well,

And so a lot of times what we try to do
is in order to kind of save that feeling

of discomfort when quoting a price
and a timeline and, and requirements

and phases and things that are going
to be needed to do the project right.

Is we try to squeeze that and try to
make it as low cost and as, as painless

as possible for the client to sort of
avoid ourselves, that feeling of getting

rejected in the proposal process.

So one of the lines that I've always
liked using, and it works really well.

And it also speaks to your true intention
is the phrase in order to do this right.

It's going to cost X in order to
do this right, we need to do it

this way in order to do this right.

It's going to take about this long.

And by putting that in there, you
set the expectation with the client

that, yes, this may be longer.

This may be more expensive.

There might be more phases to this
than you would like there to be.

But in order to do this, right,
this is what we need to do.

And it gives you and the client
gives you in particular, but.

It gives you the permission.

To charge a fair rate to take time
between deliverables and phases and,

and to give the entire project the right
amount of time to do it the correct way,

knowing that everyone's going to need.

The that amount of time and maybe even
more, and that there's no shortcuts

to getting the result that they want.

So whenever you're proposing something,
if you're feeling a little uncertain,

if you're feeling a little anxious
about maybe your prices and you're

kind of wanting to reduce the costs
or reduce the timelines, or to make

things as efficient as you can.

Tri instead by saying, in
order to do this right.

Here's how much it'll cost.

Or even better in order to do this right.

It's going to look like
one of these three options.

And then give them some options to soften.

The blow, give them something that is
maybe lower than they were expecting.

Give them something that is
right around what they were

expecting price and otherwise.

And that gives them and give them
something that is higher end,

that, that has a really robust.

You know, outcome or set of features.

And I think that's going
to really help kind of.

For you to, to.

To feel a little more confident
when quoting a price or a timeline

or, or something of that nature.

So rather than just undercutting yourself.

Try it out in order to do this right.

I think we need to do.

X.

Hope this helps