M 45 Future Framework for Value Selling

Minisode 45 Future Framework for Value Selling Ways to ask questions to determine their problem, how to deliver the value presentation (3 ways) instead of just price, metrics you can change, price anchoring, desired future state, commanding a high price,  objections and getting the new business. Welcome back to a doctor's perspective podcast and Minisode series, Episode 45. Today, this is the episode I was referring to in the past about the future about logos, handling objections kind of about given an artsy presentation. And I always say in the shows, listen, critically think and integrate. So this one, you got to think a little bit more for yourself, I'm just going to present it kind of how they presented it. If you're a design team, maybe do logos, maybe do website overhauls, branding letterhead, you know, the whole nine. And so that's going to be a much more expensive project. This is a guy that will charge 30,000 just for a logo when you go on Fiverr or some other place, and do it for like 299 designs, etc. So how can you do that? That is what we're gonna talk about some of the questions to ask some of the objections, things like that.  Before we jump in, and one of them, you know, I was interviewed on getting published podcast, I don't have the number all that yet. But if you're listening to this, hop on there, and you'll be able to find me, we'll start a quote from Brian egg or “what you read becomes what you know, when you practice what you know, you begin to grow. As you grow and share your knowledge you, in turn, contribute to the growth of others. When you share with enlightened those around you, you have exposed wisdom, the knowledge speaks wisdom leads.”  Okay, here we go. At some point, you've probably had a quick conversation with some company before you were able to present a proposal or just a basic coffee date before you are able to pitch them, okay, a fact-finding mission, you want to be extra attuned to words that they use to describe their brand, their history, and what they want to convey to their audience. By using the same words that they use, they're going to feel heard, it's going to help you make the deal, use a name for their avatar, whether they created one, if not, you create one. So that way, everyone's on the same page. And you can reiterate that pain points a little bit better, Rachel data, data, data and bury data data data, you have both of those, because you might have a guy in a girl as your ideal client, and they might have a different profile avatar. And so you want to be able to find a way to communicate with both of them. Alright, so we're done with logos, you might have a lot of ideas, you might have a lot of ad copy for your son MD clinic, you might have three pictures, you might have a lot of logo ideas, maybe like seven, all right, but you can't present seven, you got to present three sevens way too many options. The same thing, if you're going to do ad copy, you might have seven, narrowed down to three if you're trying to advertise your clinic, and Ways to Present a Logo you want to show them each one individually on a white background. And then after that to a side by side with a single color and a black background, you might have a full-color logo, you put that on a white background. And then the next slide would be a side by side with a single color like the black background with a white, or red or you know, someone colors, they can see Oh, this is what it would look like printed on black and white in a newspaper, on a hat on a T-shirt. And then the full color, this is what it looked like on your webpage. Somewhere in the slot in the presentation, you want to have a slide with all three pictures, logos, side by side, that's kinda what you want to end with. So it should only be about 15 slides, just kind of going through these are what we brought to you, etc. Important Follow Up Questions Now once that's done,