Let me explain the difference here. When a client comes to me asking for a new design for their ecommerce store, that’s a want.It’s now my job as the professional to get to the bottom of why they feel they want a redesign. I do this by using the 5 Whys technique. You’ve no doubt heard me or someone else talk about this conversational method where you continue to ask questions of someone until you actually get down to the root cause of their problem.You will feel a bit awkward at first performing this. But as you continue to do this anytime a request comes across your desk, you’ll get better and better at it. The next step is creating a no-brainer price around the solution to their project.Remember that price is a subjective. It’s an arbitrary number that someone puts on a product or service. From your POV, the price should be higher than that of the client. From their POV, they would want it as low as possible.By unpacking what the real need of the project is in step 1, we can close this gap by putting some real numbers to it and show the potential ROI of the project.In this episode I walk you through a real case of mine with actual numbers. You'll be able to take what you hear in this show and apply it to your very next lead.