Oftentimes we are invited into an opportunity after the prospect has already reviewed several proposals. I see them scratching their head and asking why the prices they currently have from other web providers are so different in range or they tell me they do now know what they will be getting. In a sales cycle this is an issue but I won’t cover that now. But the issue I want to cover is the lack of understanding the clients requirements and the level of effort (billable hours) it takes to complete that work.

Here are few points I want to share to ease this pain.