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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.
Today's daily gets to ask what's that you write/publish on? You're different from your competitors. What makes you different? Do your customers and your prospects know what makes YOU different?
PSA. When you (and your body) need to rest, do so. This is me, today, doing exactly that.
Deliberately not asking for what is the budget doesn't mean you don't talk money. There are other ways to ask what your customer consider their budget. Before any of that, though, you need to think of it as a financial fit. There needs to be a business case for you to move on. And business involves money. :) Here are a few ways of talking about money: We'll find if there's a financial fit. Do you have allocated funds for this project? What were you thinking of investing in this? What did you...