A prominent topic lately has been around design retainers. Is it possible to ask prospective clients for a design retainer and if so, how much, what's fair, and how to sell it? So for this week's Didja Know??? post, I'm going to tackle those questions.
I have long been a proponent of collecting a design fee, or retainer, up front for proposal work. I'm frequently asked, then, "how do I do it"? Truth is, there have been few effective tools to help support this sales approach. Today I'll show you a way, using a simple qualifying technique and a deliverable that anyone can produce.
I've created a short demo video to describe how AV/smart systems integrators can use scope and budget plus a concept drawing to effectively sell a design retainer to their prospective clients.
So, are you ready to transform your sales process? Ready to stop writing proposals for free? Check it out and please let me know what you think!
Let's get to it!
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