The Client Letter
June 25, 2012
Sedona, Arizona
Sunny 95 degrees
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Serious business results found here.
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I had some great consultations today. One coaching client, in particular, reminded me of why it’s generally not a smart idea to publish a fee schedule when it comes to professional services.
Of course there are exceptions (I break this rule when I just want to cut to the chase and close some business. I choose a number, spit it out and wait.), but in general, if you want to be treated like a professional, then consider NOT setting your fees in advance.
The reason is simple: mama didn’t raise no fortune teller, and therefore, you have no idea what a custom tailored service is going to cost until you get some details from the client.
If you want your services to be treated like widgets, then go ahead and set your prices in advance. Publish a fee schedule. Put it on your website. Tell the world that they can come to your store anytime and pick up a widget for only $XX.
That price on your fee schedule will give them a good starting point to begin the negotiation… which can only ever result in your fees going down. “Can you do a little bit better than that?” Of course you can, of course you can.
Publish your fees and you’ll slowly train your clients to order from your menu.
When they do that you end up being the… ORDER TAKER. And we all know just how fun that can be.
You are a professional.
Your value comes not only from knowing how to do what you do. A great portion of your value comes from knowing WHAT to do in any one particular situation.
If you discount that value, you shortchange yourself.