Can you tell us EXACTLY what you’re going to do? Just put the step-by-step in an email. We promise not to take your ideas to someone else less expensive.
We got your email, can you do it differently? We want you to do it like this other company [I read about, my nephew told me about, I saw on the news].
How much is it? Can you do it for less?
Let’s setup a meeting. Can we move the meeting? Can we move it again?
You forgot this thing we never talked about.
Can you jump through all these hoops for us?
It doesn’t take long as a business owner to know this story by heart.
Skip the dog and pony show
When you find the prospect that wants a big song and dance, or hours upon hours of work to be done before the contract, choose to move along instead.
It’s a harsh reality, but if they don’t value your time before the contract is signed, they probably won’t value it afterwards.