How to Handle Price Sensitivity

Man in glasses and striped shirt holding a pink piggy bank“Have you ever known anyone to go up to an attorney and say, ‘Why do you charge so much?'”

By Michelle Long and Sandi Leyva
The Ultimate Accounting Virtual Conference

How comfortable do you feel when a potential client asks you how much do you charge?

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Don’t you love that? You answer the phone and the first question is how much do you charge? How do you feel about this? Are you very comfortable, somewhat comfortable or somewhat uncomfortable or very uncomfortable?

Of our conference participants, 37 percent are somewhat uncomfortable and another 9 percent are very uncomfortable when someone asks about their fees. So that’s almost half of us are uncomfortable discussing our fees. Only a fourth of us, 24 percent, are very comfortable.