Consultant: "I do most of my work for startups with no money. How do I convince them to pay me appropriately?" Don't work for startups w/o $
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It is VERY VERY EASY to determine whether a company has money or not prior to working with them or investing a lot in sales process. "Ask."
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"What stage is your company at?" "We're pre-revenue but have great hopes." "Have you raised investment yet?" "Working on it." <-- No money.
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even better: giving unsuitable leads a positive interaction so they refer work three years later.
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