What's up guys! Been a busy season for me working to scale up my agency. Things are starting to stabilize, so expect more frequent content on here! I just closed a project with an enterprise company (they're making about $5.5 million each year, have several employees, and are growing fast) and I went about it a bit differently. My original approach was to get an intro call with them, discuss their vision, document it all, produce a detailed scope of work, and then sell them on the *idea*. That has worked well, but I have also lost several deals bc the *idea* wasn't enough to justify the price, even when I used value based pricing. So recently I have adopted a new strategy: The v0 approach. What is the v0 approach? Well it is the idea that once you have your first meeting and you have gathered initial requirements, then you go and you build a "demo" version of what they are looking for. This means you put in the minimal effort to get *something* to work. Once you have this, then you send them a loom going over the demo and showing them how freaking cool it is and showcasing what *you* are capable of. When they see this it conveys a couple of things: 1. You have already invested time and money in this project 2. You are competent and are able to produce a real product quickly 3. You care enough to give them your time When they see this, the value of your project has just gone up. So at this point, they haven't even seen your proposal yet, they have just seen this product you have already built for them. Then from here, you schedule your "closing" meeting. The great thing about this meeting is that they now know exactly what questions to ask, they can point to exact locations on your "already started project" and give you exact details for the project. So now you have gained their trust, they are excited, and you have dialed in exactly what they want from the project. Now it is time to close. With the enthusiasm in the air, you walk them through what you are going to build for them and give them the price.