13:04:07 From Michael : Hi all! 13:05:30 From Michael : Comfort food: Sweet potato chips (the Starbucks ones are awesome!) 13:05:34 From Barb Ostapina : Anything salty! 13:07:42 From Barb Ostapina : W: Drafted my first warm Golden Nugget email. 13:08:27 From Michael : W: Second discovery call with prospective client yesterday, they want a package quote for 6-8 content pieces (including white papers, case studies) for the first quarter next year! 13:08:37 From Barb Ostapina : W: Oh yeah, I got that updated... incorporated most of your ideas, including convert to 1st person. 13:08:59 From Barb Ostapina : Woo Hoo, Michael!! 13:09:10 From Michael : Thank you, me too! Yes, I'll have a question or 2 for you 13:10:43 From Barb Ostapina : Q: Which comes first.... build LinkedIn relationship or send warm email? 13:14:42 From Michael : Q: This client wants package quote for 6-8 content pieces for first quarter next year, I already gave him ballpark quotes for different types of pieces, he thought those prices were reasonable (we're talking $750 case study, $2500 white paper - fairly low, I think). So now I was thinking of sending client quotes for different packages of 8 pieces (3 white papers/2 case studies/3 articles v. 1/2/5, etc.), and pricing them by adding my individual item rates up and discounting total by 10%. Does that sound like a good approach? 13:18:27 From Barb Ostapina : Thanks, gotcha! Great advice, as always. 13:30:57 From Barb Ostapina : That was a great discussion!! 13:32:25 From Michael : Yeah, good point! I'm demonstrating my higher value by not just jumping at the first opportunity 13:32:49 From Barb Ostapina : Can Michael share how he got the connection? 13:34:41 From Michael : Sure Barb - warm email prospecting, this was like my 160th place contacted. They responded to my first email after about 5 days, this was late October I think 13:35:22 From Barb Ostapina : Thanks for sharing that, Michael. 13:37:30 From Barb Ostapina : Q: Maybe this is in the course and I haven't gotten there yet, but how do you follow up when no "immediate" response? 13:37:45 From Michael : Yeah, fixing my positioning along the way also really helped me get better results at WEP 13:38:08 From Barb Ostapina : I'm just finishing Session 5. 13:45:13 From Barb Ostapina : Michael, do you handle WEP differently golden nugget v. connector v. prospect? 13:46:30 From Barb Ostapina : Aha, so all prospects. 13:48:33 From Barb Ostapina : It's a gold mine! 13:49:35 From Barb Ostapina : Yes, I did. 13:50:49 From Barb Ostapina : V: Hearing real-world activity from Michael. 13:50:53 From Michael : V - Your advice on my quoting for this prospect. Thanks! 13:52:02 From Michael : Gonna jump in & share a win - I have a discovery call with another prospective client in about an hour, an online contracting firm, they contacted me during my discovery call with this other client yesterday! 13:52:27 From Barb Ostapina : A: Send my first warm emails to my network (which I hadn't even realized was so big until I took the course). 13:53:25 From Michael : A: Get quote out to this prospective client, get agreement on the initial work 13:54:19 From Michael : Thanks, guys! 13:54:40 From Barb Ostapina : Thanks to both of you!