How do I avoid free consulting?

Has this happened to you? You work with the customer and develop the perfect solution, then they go with a cheaper competitor? Paul provides insights and ideas to help prevent this but to also resurrect that sale.

Show Notes

Set the expectation early that you are NOT in the free consulting business by securing a "micro commitment."

Call higher in the organization. Get buy-in from that high-level decision maker to avoid this free-consulting scenario. 

Maintain a full pipeline of opportunities. This mitigates the need to maintain a relationship with these demanding prospects.

Think about this: if the customer goes with your competitor after you've provided pre-sale consulting, perhaps you're not communicating the post-sale value of your solution.

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