Introduction
Welcome to module two. Here you will learn why, when and how to sell discovery for client projects. We have provided you with a workshop video (and audio version) along with “crib sheet” notes summing up the module for reference.
Workshop video
Free vs paid discovery
Discovery has a cost. This is made up of both time and talent. Thus someone will be paying for your initial discovery.
The choice is:
- You bear the cost as part of your marketing budget
- You pass the cost onto your client
“Free” discovery would be where you take the hit and provide the service to a potential client in order to win their business.
Paid discovery is where the client invests in you and themselves in order to ascertain what solution will be right for their needs.
Charging for discovery is a good low risk test for you and your client to practice working together.
Positioning discovery for a project
An unplanned project can easily lead to a finished product that has gone over budget and does not meet the clients needs.
Just like a building doesn’t start without the architects plans, neither should the clients project.
The discovery document ensures everything is built on time, to budget and to the specifications.
Discovery should be phase one of any project. We include this as the first line item of any proposal.
Dealing with common objections
You may be met with some pushback when suggesting a discovery process:
We know what we want
It is essential that a document is created to outline exactly what needs to be delivered. It must be formatted in a way that all parties can understand and act upon it.
For example: A client may not know how to structure the document for a developer to understand.
Why should we pay for discovery?
Our agency has gained years of experience through multiple complex projects. We understand the industry and the technology that is out there.
This means we will be equipped with the knowledge to suggest the right solutions in a format that everyone can comprehend.
What if your quote is too high?
In the unlikely event that our quote exceeds your budget, we can negotiate a phased approach. If you do not want to work with us any further, you can take the discovery document we produce to any other agency for them to quote on.
Can’t we do our own discovery?
We are experienced in unpacking the clients problems, establishing the needs and documenting it clearly. Our process is swift and efficient.
We would need time to review any documentation supplied by a client which can be time intensive and will likely lead to multiple questions and meetings to clarify points.
Resources
Transcript
Click here to download the transcript.
