One of the ways you can raise your fees as a freelancer or professional service provider is to start asking better questions.
The more of the right information you have, the better your position will be to communicate VALUE to your client.
For example, if you ask no questions and simply take orders, there’s not much you can do when a client says something like, “We need a brochure designed… how much is it?”
In that situation, the client is in control. You answer the question with a number and then he either accepts it or starts to negotiate.
Questions can completely change the situation.
Not only that, but in any discussion with a prospective client, whoever is asking the questions is in control.
You want to be in control.
If you’re going to be smart about working with clients, the answers to questions like the ones below are what you need to know.
There are many, many valuable questions you can ask, here is just a small sampling:
1. What exactly are you trying to achieve?
2. What is it worth to you and your company to reach that goal?
3. What makes you think I can help you reach that goal?
4. My fees vary, but often times they fall within the range of $XX-$XX. Will that be a problem?
5. What is the biggest obstacle you feel you are facing right now?
6. How much of a problem (in dollars and cents) would you say that is creating for you?
7. What types of things have you tried in the past to solve this problem?
8. Who else is involved in making the decision about the project we’re discussing? (Note: if you’re not talking to the person that signs the check, then stop talking and schedule a meeting with the RIGHT person.)
The skill of getting the right information by asking questions is totally learnable. I learned it, I teach it, and it’s totally worth the effort to get it under your belt.
But let me tell you, if there’s one skill you need to master in the client selling process, this is the one.
It is GOLDEN.
Without the right information, it’s easy to make assumptions that really really hurt you.
WITH the right information, things like “closing the sale,” become irrelevant.