Defining your prices pre-meeting???

Q2 is the most unsettling thing. Here you go with the "show up and throw up" barf of features and benefits.

But at this point, you don't even know if what you offer is a solution for them yet.

Gotta get them back on track with, "I'm not sure yet. When we spoke on the phone and booked this discussion, you shared that you were having a problem with _______. Is that still the case?"

Otherwise you're doing the dog and pony show, and you turn into a commodity.

Find out more about their world and their problems before you diagnose a solution and give them a price. Think like your doctor: would you like it if they came into the room and started prescribing to you?

Mr Kanigan,

Thanks for your input, I hear what you are saying and I probably did not explain myself properly. I generally go in with questions about their business, not written down, just asking questions pertaining to their business and their marketing. I guess by writing this I kind of have my answer.

Example, I met with a coffee shop owner this week. Having spoke about his business I asked him, what are your goals for this coffee shop. After that I handed him a proposal that I had done which matched what he was looking for ie, get more customers, create an upselling training plan for his staff and a facebook page. When it came to price I honestly did not know what I should have charged for this, so I charged a monthly fee of €300 per month. I think that may have been too cheap as I will be doing personal selling training once a month with his staff.

I guess I have to clearly define what I offer and what prices are for what "commodities". I am over thinking things maybe.

Thanks Andrew,

I hear what you are saying, I guess that I am in a position where I need the money so I charge what I feel I can as to not lose the sale but get enough that I am happy enough with. I feel like I should be charging more but then some negatives pop into my head like.. the economy is bad in Ireland etc.

I guess maybe I should target businesses with bigger budgets?

I like this quote from an email I received from Don Crowther (I'm just on one of his lists and hope he does not mind and I won't plug the promo here.):

"Does this sound familiar?

For many years I was unhappy, sometimes downright miserable, about my work.

I felt underappreciated, underutilized, and certainly underpaid.

And interestingly, this happened both while I was working for corporate America and after I went out on my own.

Then one day something changed. Actually, I know what changed - it was my mindset.

I was pitching my services to a potential client when I realized that the people in the room were much more interested in what I knew than what I was selling.

And that's when the ol' mind shifted, the ceiling opened up and a ray of light fell upon me, everyone began moving in slow motion, inspiring music began to fill the room. (Actually not.)

But it was at that point that I realized that I should stop selling stuff/services and start selling what I know.

Bam, right then and there, in the middle of that presentation, I shifted, stopped selling my $13,250 website development service and instead sold them a $20,000 consulting package where I taught them how to get more traffic and sales to their website.

I walked out of the room with a $20,000 agreement in hand. And nothing has been the same since.

And here's the cool thing - it actually took lots less work and was lots more fun to make lots more money selling what I KNOW than what I did!

Now, I know something about you - there's something that you know, or are interested in researching and reporting on, that other people are willing to pay money to know themselves.

It may be something about how to be a better parent, how to have a successful marriage even though you're a child of divorce, or how to deal with the loss of a loved one.

Or it could be something about business - how to be a better marketer, leader, or how to produce blue widgets at half the cost.

Or it could be something about health and wellness - how to lose weight, how to beat depression, or how to control diabetes.

Or it could be a tough experience that you've had somewhere in your life that you learned how to overcome.

There's something that people ask you about all the time, or that you find yourself advising other people about constantly.

That's a huge opportunity for you!

Because your life's story, professional experience, and unique message to the world is VALUABLE beyond your imagination.

You can make an extraordinary difference (and a fortune) sharing your advice with the world.

Who you are and what you know can be leveraged, packaged, and monetized through books, speeeches, seminars, coaching, or online marketing."


Hope it helps.

Dan

You don't live in your customer's wallet. You don't know what it feels like there. You only know what it feels like in yours. So don't price yourself according to your wallet. You are not your customer.

And phrase it so as to get agreement. And get the deal. No need to drag out this dance.

So it's not "well, as I previously said, my fee is 150 setup and 150 per month"
but instead,
"So 150 setup and 150 per month maintenance is a bargain then, isn't it?" as you reach out to shake his hand.