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How to Handle
Questions About How Much You Charge
A client with a creative
business called me one day and asked the
following question. It's a question I get
asked frequently, so rather than write an entire
article, I decided just to tell you exactly what
I told her.
Kirstin,
"I never know what to say when a potential
customer calls and asks 'How much do you
charge? What are your fees?'
I don't want to shoot myself
in the foot by quoting something too low, but
also don't want the caller to hear a number that
they think is too high and hang up.
What do I say to them so I
don't put them off, but also don't immediately
take myself out of the running to get their
business?"
-Ann P., Philadelphia, PA
Ann,
Don't feel compelled to blurt out a number or
hand over a price sheet. Calmly and confidently
tell the prospect, "It depends." Follow up with,
"Let me ask you a few questions...." Then
proceed to ask the prospect questions that will
help you learn about her needs, uncover her
concerns, understand her methods of measuring
success, and determine how to show the value of
your services.
Without knowing the basic information above, you
are not in any position to be quoting prices and
fees. Do yourself and your potential client a
favor and don't rush into discussing pricing
until you have all the facts, m'am.
-Kirstin
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