The next time someone asks you for a quote, remember to give them the full answer. This means covering the following 2 areas:
- Tell them what your fee or price is.
- THEN tell them the value you bring.
Here’s why this matters
- If you simply give them the first answer, they will see the cost of hiring you or buying from you.
- If you give them the first and second answer, you are no longer a cost, but an investment.
For example, an accountant may decide to quote her fee to a prospective client, at which point the client looks at the fee and compares it to the other fees they have had quoted. Alternatively, that accountant can quote her fee, and demonstrate how she saved a client 20k in 12 months. Now, the accountant is showing the value of investing in her services specifically. You’d be crazy not to hire her!
In short: Never quote a fee, with a list of generic benefits. Always show your prospective clients what they get in return for working with YOU. This way, you become an investment and make it a lot easier for people to see your amazing value.
If you want more free help in getting your prices or fees right, read this post!