How to talk about pricing is a key subject when winning new clients.
Knowing how to tackle the pricing issue is a micro-science in its own right. This article will highlight some of the key points for you to consider when talking about pricing in your prospective client conversations.
Introducing Price at the Right Time
When we introduce price, bear in mind that at first, it would be the only thing that the prospect is trying to find out from you because at that point there is no relationship, no rapport, no empathy and no connection.
From the prospect’s point of view, they are thinking about the fact that they already have an accountant. You are another accountant and they cannot differentiate between the two. So the only way they can immediately make some kind of differentiation is in terms of price.
Since that's the way they are thinking, they will be pushing you for a price. Please do not give in to that pressure. There are ways and means to get around this and handle the situation. Most important is the need to employ the effective use of language, including the psychology involved in that.
There are two approaches you can use effectively to answer the question of pricing early in the conversation.