Re: Ghostwriters

["Sherry Michaels" <sherry -dot- michaels -at- docntrain -dot- com>]

Dick <<That was what was included in my proposal that he hasn't read very
carefully yet.>>

The statement of work should include an "executive summary" that lays out
what the client gets for the work. Refer to the table in the summary to
demonstrate value. This should be the first document he sees, and if it's
the only document he sees, he should be able to get what you are selling
right from there.

I get the feeling somehow that the businessman may be of the sort that isn't
listening? If so, present him with a table, if you can, that shows
increments of what he gets per amounts he spends. Try to show a way that he
"saves," or that guarantees his success. Take it further than he expects.
Some folks only absorb information in certain ways. 

Again, good luck.

Sherry
Sherry Michaels
President
Michaels & Associates 
11639 E. Wethersfield Rd.
Scottsdale, AZ 85259
480-614-8440 Local
877-614-8440 Toll free
480-614-2775 FAX
www.docntrain.com



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