Oh, half the fun is the sales calls. It’s very much something I can delegate off to a person on my team, but this is relatively new and so the volume is not that large yet. I also really enjoy them!

I treat these more as discovery sessions than anything else. It’s also how I’ve landed on the exact pricing points I have - talking to people, especially when early, is a great experience.

There’s also something to be said about showing prices only in calls - people hate it here (or in general), but there is value to showing the price at the end of the call and not at the start. You get to show the thing to the person, get them excited, and then the price point looks a little different.

The trick is tailoring the sales call to the person - if I can convince them that they should keep me around since I provide a good service, they might pay the price.

Also, there are always discounts as the guy above mentioned;)