Sales & Pricing Strategies for Enterprise Projects

As web development agencies move up market and begin to take on bigger and bigger projects, the challenges of successfully selling and pricing those projects become greater. While this is exciting for agencies who will be able to grow and take on bigger work, the risks associated with those projects becomes greater. Making a pricing mistake on a small deal is nowhere near as scary as doing one with a six figure one.

This talk will help agency owners and sales leads understand strategies to successfully price and sell enterprise projects. Techniques like taking the time to do discovery on customer projects and doing prototyping will increase your agencies ability to successfully price projects and close deals. The end result will be a good arrangement for both you and your customer.

This presentation will cover:

• The importance of Discovery and how to conduct it.

• How to help customers define clear business objectives so you can enable their success.

• How articulate differentiation and focus on value instead of price.

• Choosing hourly vs fixed bid pricing based on the situation.

• When and how to bundle additional services like hosting, SEO and support services.

• How and when to say no to new prospects.