I'm willing to wager real money that you are asked, "How much do you charge?" early in a selling conversation. The problem is, if you answer it, you are sunk and if you avoid it, then any trust you've established flies out
window. Here's why - when it comes to buying a service from a professional, most clients don't make their final purchase decision based on price. In fact, price is often near end of their list of criteria. Haven't you ever bought something that was more expensive than you could comfortably afford but knew it was just what you needed or wanted?!So why is it that even when price isn't our #1 concern for making a final decision, we still ask early on, "So what do you charge?" Chalk it up to human nature.
This means that until you have established exactly what your almost-client needs and is looking for, giving a price will only serve to curtail further discussion, questioning and investigation about whether your service is a match for their need. Obviously that is opposite to response you want!
If you're feeling caught between a rock and a hard spot, in this case caught between being courteous and being savvy, don't worry. I am about to solve this dilemma for you with an easy, graceful answer that maintains rapport and gives you full permission to continue your discussion with your almost-client.
You simply answer question by saying you can't give a price yet but can when you have more information. It might sound something like this:
"I'll be happy to answer that question for you. May I first find out a little bit about your situation?"
or another option is -
"I'll be happy to give you a quote once I know what you are looking for. Would it be ok if I ask a couple of questions?"
Sounds easy enough, right? Well, almost. What happens if their response is to ask you just for a ballpark?
It's a trap - don't fall into it!
Giving a ballpark means giving a range, and giving a range means naming a number. How can you do that when you haven't yet heard what they are looking for?!
