What do you do with those clients who can't make up their mind about how to proceed? They know that they need what you have, and may even be convinced that you're the right person for the job. A minimum engagement can keep new client relationships from stalling out.
We've all been there. You meet to talk about one thing, and halfway through the conversation you realize that they need rebranding AND a new website AND search engine optimization AND a marketing plan. They can't decide where to start. Or their budget cannot accommodate all of those projects at once, and this shortfall has caused inertia. Or someone else whose opinion matters couldn't be at the meeting: "Let's wait until the marketing director gets back from vacation. She'll know where to start."
"Let's wait until…" has been the death of many a promising project (and potentially lucrative client relationship).
How do you politely yet firmly navigate such conversations into the safe harbor of a closed sale?
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