how to handle price sensitivity
“have you ever known anyone to go up to an attorney and say, ‘why do you charge so much?'”
by michelle long and sandi leyva
the ultimate accounting virtual conference
how comfortable do you feel when a potential client asks you how much do you charge?
more small firm growth strategies: how to handle referrals – and how not to | trashing the spreadsheet: best practices in modern expense management | how to find hidden money for your clients | why clients need dashboards | 3 ways to implement value pricing | 3 ways to raise your prices | building reputation to build your business | 3 killer lead generation channels | your existing clients are your best leads
don’t you love that? you answer the phone and the first question is how much do you charge? how do you feel about this? are you very comfortable, somewhat comfortable or somewhat uncomfortable or very uncomfortable?
of our conference participants, 37 percent are somewhat uncomfortable and another 9 percent are very uncomfortable when someone asks about their fees. so that’s almost half of us are uncomfortable discussing our fees. only a fourth of us, 24 percent, are very comfortable.
