Episode description

Mindshare member, Sean, had an interesting objection while selling his advisory services.

This is a common question when selling advisory work, so it's worth unpacking this and other follow-up questions Sean had.

In this episode, I talk about:

• How to answer this question succinctly in your FAQs or sales conversations
• The difference between cash flow/budget adherence and long-term ROI
• Breaking out a spreadsheet to show potential cash flow scenarios
• Comparing their other options, like agency, in-house employee, and DIY
• Business model and pricing questions around advisory vs. managed advisory services

At the end of the day, your job is to get an ROI for your clients in a cash-sustainable manner.

If budgets are strict, your job is to work within their constraints.

But it's also worth noting that sometimes, the ROI pays dividends over a longer time horizon.

The better you can prove a business case, the easier it will be to sell.

Listen to this episode for a more in-depth response.