Today’s Bissett Bullet: “The best way to talk about price is in terms of what they’re paying already.”
By Martin Bissett
When you talk to clients (or potential clients) about the price you want them to pay, minimize the impact for them. First, take your proposed annual fee and divide it by 12 to give them a monthly price. Then, look at what they pay already and only talk to them about the increase on what they already pay (if any) rather than the amount in full.
Today’s To-Do:
Take out the last proposal you wrote that was unsuccessful, take the price you quoted that client and minimize it as above. What difference could it have made to their mindset if they were presented with only the increase on their monthly fee?
