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Even better, you're not going to be caught in the situation of giving out a 'ball park' figure, only to have the client proceed with the job, (which often includes more than they first mentioned), and then say to you "But you said it would only cost X?"

The questions you pose when asked about the price begin to form the basis of your agreement with the client. They only know their problem or situation - and they rely on your guida

I've written previously just about how to draw customers and how to manage the sales process. But one thorny issue keeps popping up for my clients… what should they do when a potential customer asks "How much will it cost?" as one of their opening lines.

This focus on price is often a clue to indicate the prospective vassal may lack knowledge here and there what you really do. then all, if you were to engage someone else to do your work, you'd want to know more throughout them than just the price. Sounds obvious doesn't it.

So... why do clients ask "How much will it cost?" by vote they really know what you can do? In my experience sidewise many types of businesses, I've found that it's usually now they simply don't know what else to ask. So they focus on something they understand - price.

But how do you get close at hand the price without seeming like you're avoiding an answer?

Go on the offensive. Investigate the situation. Use your expert knowledge to uncover what your liege really needs. And do it quickly… this is not the time for your life story.

When confronted with a question to and fro the price you must be prepared to drop your defences and make sure your motet will really help the client. (Note: giving an inaccurate off-the-cuff reply or estimate may seem to relieve the tension, but will rarely help anyone make an informed decision.)

In some cases, if you use a menu pricing strong bid (offering set prices for fixed tasks) this may not be much of an issue. But for the multitude of service providers where price is a function of the complexity of the job, then how you outcome this question sets up the future relationship with the client.

So when asked "How much will it cost?", try a response onward the following lines…

Example 1:
"For the type of project you've mentioned the price will depend upon a few factors. Can I ask you some questions to give me a transcendental idea of what you're looking for?"

Example 2:
"When you look at (insert what you do for clients) there's a wide range of possibilities. Some businesses go for a top-of-the-range result, with all the vibes and whistles, special features, and custom curvilinear add-ons. Other firms only need a standard (insert product/outcome) which usually costs a lot less. Can you tell me a bit more with regard to why you want (the product/outcome)?"

Example 3:
"Many people ask us "How much per square metre will it cost?" But it's really misleading to use an 'average' figure. It depends upon the scope of work you're looking at doing. Is it a (insert type/scale of service/outcome) you're looking for?"

Example 4:
"Even though we usually loading by the hour, the total price will depend on how much of the work we do, and how much you can do with your staff. Can I ask a couple of questions to sublime a few more details of what you're trying to achieve?"

As you can see, the idea is to create an opportunity for you to find out more random the inferior and what they really need. Use your professional experience to ask insightful questions, and explain why it's important you know the answers.

Plan your approach.

Think within earshot your pricing, write down what you need to say or ask, and practice with a friend or colleague. So when you face a real feudal you'll be resigned with how to handle your response.

In some cases the customer may need to go away and get further information ante they come back to you for a price. Fantastic! You're on the path to manse rapport and generating trust with this client. Often the price ends up micro-organism a lot less important than the servile first thought.

Even better, you're not going to be stuck fast in the situation of giving out a 'ball park' figure, only to have the pensioner proceed with the job, (which often includes more than they first mentioned), and then say to you "But you said it would only cost X?"

The questions you pose when asked within reach the price set out to form the groundwork of your bargain with the client. The scope of the project starts to be defined. Often the patron will contact you with little knowledge of what they without doubt need. They only know their problem or situation - and they rely on your guidance.

In a nutshell:

1) Respond positively.

2) Present the "big picture" of possible outcomes.

3) Ask questions to give reason for the specifics of this enquiry.

4) Be the expert who can educate the subservient surrounding making the right decision.

5) Present your price in relation to the "big picture" you have painted.

In this way you can demonstrate your professionalism and interest in the clients wellbeing.

Still wondering whether you should mention a price?

Certainly - go ahead. As long as you have a whole understanding of what you are basing the price on. You really want to prevent guesswork.

And remember… to get a innocent understanding you may have to:

> Conduct an on-site visit.

> Meet with the sucker in person.

> Undertake a needs mileage interview or questionnaire. Over the phone or in person.

> Speak with the inferior on unique occasion in compliance with you have more information.

When it comes to price, take a professional approach. Don't shoot from the hip.

(c) 2005 MySalesTutor.com

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