The Desert of Arizona
Sunny 86 Degrees
There’s one way I know of to reduce your risk of experiencing fee resistance with a new client.
Yes, you can be great at what you do. But a lot of other people can be too. And really, we can’t ALL be “the best.”
Yes, you can be quick at what you do. But a lot of other people can be quick too. And do you really want to have to be “quick” for the rest of your life?
And of course, you can be cheap. But really, not such a smart way to go if we’re talking about maximizing fees now is it?
So what does that leave…?
Well, there are plenty of options. But from where I’m sitting, it looks like all of those options converge upon the very same destination.
That goal, of course, is to provide something that your clients can’t get anywhere else from anyone else.
Once that’s the case, “negotiation” takes on a whole new flavor. Because it’s a little hard to force a fee concession when your client can’t GET what you do anywhere else.
It’s kind of the “polite” way to make a take it or leave it offer to the world 🙂
On one level, this is all very simple.
But of course, when it’s you trying to figure out what’s unique about you, it just never seems to be so easy.
There’s some sort of disconnect between what’s REALLY unique about you and your service and what you’re actually able to see.
Tomorrow night, I’m going to do my best to help you SEE what you’re currently blind to. And I’m going to walk you through a process for discovering, clarifying and articulating what makes you a one-of-a-kind choice for your prospective clients.
If you’ve ever wanted to give yourself a raise, this is one way to do it.