Whether you’re exhibiting at a trade show, attending a networking event or simply sitting down for a consultation with a prospective client, there’s a two-part question that’s bound to come up. The first part is always the good part; “I’m interested in working with you.” The second part of the question is where things get complicated; “How much do you charge?”
By answering this question on the spot, you will most likely lose the client. If their only focus is price, then it’s obvious they have no concern for the value of what you’re offering or the results they’ll achieve by working with you. People tend to buy in three ways: by emotion, by results and by value. They have to understand the value of what they’re purchasing otherwise, their buying decisions will revolve around the sticker price.
Instead of giving your rates on the spot, invite your potential client for a one-on-one conversation at a later date where you can explain your products or services and how their value will be beneficial to them. This initial meeting is also where you’ll be able to ask vital questions and learn about this potential client. You’ll also be able to get to the bottom of their problems and explain what solutions you can offer. By doing this, you’re illustrating the value of what you’re offering and giving the client a sense of relief towards their troubles. At this point, your products and services will basically sell themselves!
SOURCE: Fabienne Fredrickson, The Client Attraction Mentor, http://www.site-reference.com