Your goal is to sell a big deal with a big price tag. But your prospect may not be ready to buy a big deal.
They haven’t worked with you before. They don’t know the quality of your work or your ability to deliver on time. By starting with a smaller project of offering, the prospect gets to know you.
Thanks to the smaller deal, they’re no longer a prospect. They’re a customer and you can speak to them differently. They’ve learned through experience they can trust you. That opens the door to something bigger.