set fee by focusing on value first

the right time to talk about your fee is not as soon as a potential client calls.

by sandi leyva
the accountant’s accelerator

how do you talk to a prospect or client about your fee?

more on small-firm growth strategies: prospects like a little wooing | 9 ways to boost your value (and your fees) | two daily rituals: focus and measure | how to calculate your ‘opportunity number’

some of the answers i have heard are:

• “it depends.”
• “tell them and get off the phone as fast as possible.”
• “i don’t know.”
• “what is your budget?”

most accountants spill the beans about their rates way too early in a conversation with a future client. so when should you talk rates?