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Jun 24, 2004 9:36 pm re: re: re: Sales... Job #1
steve chichester
I'd suggest ALWAYS quoting at the high end, explaining EVERY conceivable benefit, all the customer oriented details you can provide, and mention a variety of things which you do with every job at NO EXTRA COSt. Give yourself room to negotiate down. A lot of people feel that if they can't chisel they aren't getting a good deal.(Perhaps you'd prefer the word "negotiate." :)

Then give them a free something, maybe a book on how to market their website more effectively. Free downloadable books are in great supply on the internet. And if you've been able to plan with enough fat in the program, give them free extras. and at the time you present the invoice ALWAYS tell them what you generously added free . (It's psychologically better to present a detailed INVOICE than to present a BILL.

If you set yourself in a quiet place and list every detail you handle, that you take for granted, you'll be amazed at what you can present. Many many years ago when I was in the tv/electronics business I shifted my ads to promote "the very best, neatest, most effective tv antenna installations in town; call for absolutely free estimate." Everyone did free estimates. But my requests for estimates tripled.

It's amazing how people go to great lengths to be truly excellent, then forget to tell their prospects and clients. Steve Chichester

> George Morgan wrote: > Hi Hillary, > >I don't understand why anyone would get upset if the bill came in under the estimate. Have you thought about charging on a flat fee basis or on a quoted fee basis? Many clients prefer this method, though the drawback is that you could end up working for free, as it were, if the project exceeds the cap. > >Personally, I find that many service providers charge too little for their services, especially when it isn't a cookie cutter type of enterprise. > >George > > >> - Hilary Baumann - Fascination Design wrote: >> > Eric Sohn wrote: >>>What part of the Sales process is the most intimidating to you... and why? >> >>-- Talking money/pricing with new clients. >> >>I literally have clients who think my pricing is way too high and then I have others who think my pricing is way too low. I've had people curse me out when they get the bill (even with it under the estimated cost I quoted before the project) and I've also been told bluntly to raise my prices because my pricing is too low for the value. >> >>With new clients you don't know what their mentality is on money which makes it intimidating. >> >>I've done a lot to "ease the pain" of talking about pricing with people but I don't think there's a "perfect cure" for it as long as so many people think about money so differently from one another. >> >>Hilary Baumann >>Owner, Fascination Design

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