The Client Letter
November 4, 2013
The Desert of Arizona
Cloudy 42 Degrees
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Dear Mr. Lawyer,
I know you said that the minimum retainer required to work with you is $7,000. And I understand that you mentioned that the retainer needs to be paid in full before you commence work.
What I’d like to do is arrange a quick phone call to see if we can work something out. You see, while you said your fee begins at $7,000, I really only want to pay $500. What time would you be available to meet to see if there’s something we can work out here?
How often do you think something like this happens?
I’d bet not often. Can you imagine doing something like that? Walking into a lawyer’s office (or a doctor’s office) and saying that?
And yet, countless times each day, this very thing happens to service providers all over the world.
Why?
Because they allow it.
No one can force you to work for less than you want except for you. All those excuses in your mind–that pressure you feel. Those things are all you.
And no matter how strong those things are, you still make the choice. Do you accept fees that move you towards your goals or do you accept fees that run you around like a crazy person for peanuts?
It’s up to you. And the funny part is, no one cares what you decide!
But consider this:
Prices at McDonald’s aren’t even negotiable. Ever try to buy a burger for 40% off? Not gonna happen.
And you’re not selling hamburgers here. You’re providing a clear benefit to your clients.
Their future is better because of your involvement. You can hardly say THAT about the folks over at the golden arches.
Your future is better when you set your fees based on what you want and then find the clients willing to pay those fees.
Everyone else can just be politely shown the door. Because they aren’t really client material. Maybe for someone else, but not for you.
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