Pricing strategist Shannon Mattern joined me on Ditching Hourly to discuss how to present pricing options in a project proposal based on the mindset of the buyer: investment-minded, expense-minded, and hustle-minded.
In this episode, we dive into Shannon's Package Matrix method, a framework she developed to offer clients different levels of service and pricing options. We explore how to implement this strategy, manage client expectations, and ensure timely payments.
00:00 Introduction
00:25 Shannon's Background
01:24 Overcoming Pricing Challenges
02:24 Package Matrix Method
06:23 Implementing Package Matrix
10:58 Sales Process and Payment Terms
17:21 Handling Client Delays
20:58 Sales Cycle and Proposal Strategy
28:03 Presenting Proposals
39:51 Follow-up and Decision Deadlines
47:19 Final Thoughts and Resources
Shannon Mattern is a pricing strategist and the creator of the Package Matrix™ Method. She's also the host of the Profitable Web Designer and Anchor High podcasts, and founder of Web Designer Academy, where she helps women web designers move from undercharging to premium pricing. You can connect with Shannon at https://shannonmattern.com or on LinkedIn at https://linkedin.com/in/shannonmattern
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Sales Conversations That Don’t Feel Sleazy — live Oct 20 at noon ET
Learn how to structure sales conversations so the buyer tells you what the outcome is worth without feeling sleazy or trying to manipulate them.
The live 90-minute Zoom workshop is $450 and includes the recording, transcript, summary notes, and a practical worksheet.
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