Once you move away from hourly billing, there are two main types of pricing for Salesforce consulting services: project-based or monthly.
Monthly agreements are generally a good fit when:
- you’re one of many on the project
- there isn’t one specific deliverable
- the client needs on-going support
- the client wants access to your bain
During the sales call, you need to determine which type of pricing would fit best for your client’s needs. Asking lots of questions is the easiest way to do this.
The actual price depends on many factors:
- complexity of the project
- project’s value to the client
- amount of your involvement
- risk of failure
- budget
Proposing three options instead of just one gives you a better chance of closing the deal.
The pricing method is usually the “might-as-well” approach. That means if option 1 is $x, then option 2 is $1.5x and option 3 is $1.75x. This encourages the client to choose option 3, as they get much more for their money.
The takeaway
Monthly engagements are great because they provide you with a reliable source of income. The drawback is they are not as profitable as project-based. But clients appreciate the predictable expense.