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When you're asked about rates...
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When you're asked about rates and that with that (and your rates "being competitive") you'll move to the top of the line when procuring your expertise, you can reply something like this: "Thanks for asking about rates. We don't work with predefined rate cards, as all you could get is an estimate based on assumed calculations of the rate, times X, Y, or Z. And you know estimates are just that, they could go up or down (they almost always go up). We do work, however, with fixed prices, as our pricing is tailored to the specifics of each engagement. This will give you total certainty of your level of investment, while protecting and improving your financials and forecasts. If this feels like it would be a good fit for you, feel free to reply and we could set a call to better understand what you're after and how we could be of help." Give it a try. :) |
Rod Aparicio
Get one tip, question, or belief-challenge that just might change the way you market, to help your customers buy. A *daily* email for b2b founders on improving your business —without the bullshit.
Many people in sales think that's charm what gets them to keep accounts and/or close deals. It's not. In the vast majority of cases what gets (mis)labeled with charm is: over promising, underpricing or conceding to any price pressure or to give away discounts as a default And that's not charm. It's a lack or underdeveloped skills in sales —but most importantly, in knowing how to articulate the value they help create. What are the ways you train and develop your skills? Because "charm" will...
Is it bad to keep the same price for 10 years? Or is it good to keep the same price for 10 years? Same. No incremental raises, no inflation, no higher-costs compensation, nothing additional.
Knowing how to do their thing is what differentiates experts from non-experts. Now, it's not only knowing how to. Having this in the back of your head makes it visible, BUT only when it's in action and you're not in action 24/7. There's a way, though: with your how-to structured and articulated. How do your customers have access to your knowing how to when they look for someone like you?