This is why sales calls are so important:
Because you’re gathering data and you’re establishing your authority and you’re selling all on a sales call.
Whereas if you just send people an email list with your hourly price, it achieves almost nothing.
So on the sales call, which you should start doing if you’re not already, don’t give out your prices by email.
Just say,
“I just need to jump into a call, scope out your project and figure out whether they’re a good fit”.
Then on the call, you can ask them questions to feel out how much they make per customer, and get an idea of their budget.
So if you’re selling digital marketing, it’s pretty easy because you can ask them what’s their revenue and what’s their digital marketing budget.
If you can’t do that, and you sell something more abstract like branding, you have to ask things like:
“where do you picture this business in three years?”
“How many customers do you have a month?”
“What are the customers worth to you? “
Questions like that will help you figure out the right pricing strategy.
