How,charge,more,and,still,attr marketing How to charge more and still attract clients
Automation technologies represent a fundamental aspect of any modern industry. The major types of industrial automation solutions, such as DCS, PLC, SCADA, and MES, are used on a large-scale in process and discrete industries.DCS technologie Awhile ago, I got an email from one of the "gurus" I follow and it shocked me. The gist of it was this person wanted to trade services for a household item.To say it floored me would be an understatement.What was worse was a few days later t
Many of my clients express a fearabout charging more and the ability to still attract clients. They worry people will not want topay more, especially if they know what others have paid. Also, for businessowners who provide estimates, many wonder if they should lower the price whenthe prospect doesnt immediately accept the bid.As you might expect, I dont adviselowering your fee to attract clients or get the job for two reasons.- Its notworth it because heres what happens you will resent the people you areworking with and then yourself for the entire length of the project. As aresult, the energy drains out of the project and the relationship. - You dontactually know until you talk about price, that they wont work with you. Youmay be assuming this is the reason, but it could be something else.Heres what I do recommend forhandling pricing concerns:Have a get acquainted session with prospects so they understand what you do.Show them the value of your service and what you offer.If you feel strongly that the fee is the issue, especially for prospects who know what others have paid, then say, This is our new fee structure in a matter of fact way. Confidently request a meeting to discuss working together. Then continue to show confidence in your services without bringing unnecessary focus to your fees.I have noticed that price brings upa lot of black and white thinking. Clients say things to me like,If I dont give themthis price, they wont want to work with me. But, that is not necessarily trueat all. Thats why you need to speak with them to get a better understanding oftheir reaction and needs. Dont just assume their hesitation is only aboutprice.When you act as if this is not goingto be a big deal and move forward, you show prospects you believe in yourselfand your work. Thisconfident way of interacting will help you attract clients and get the project.If they do say, No, we cannot afford that be okay with that and do not loweryour fee. What you can do is modify the project offering or service so itincludes less work on your part. This is how you can feel more comfortable withthe lower price they want to pay and they can get what they need.Negotiating like this does take alittle practice, but you will definitely get better at it. Most of all, you will not buildresentment and will feel so much better being paid at an appropriate level forthe value you deliver.Your Client Attraction AssignmentHave you been thinking about a price increase? If you havent adjusted your feein a few years, its probably time to do so. You dont need to charge currentclients the new fee if you are very worried about a negative reaction. But,absolutely charge new clients the higher rate.
How,charge,more,and,still,attr