The Fee Question

The Client Letter
The Fee Question
September 21, 2011
Sedona, Arizona

Today let’s talk about wasting time. YOUR time. This issue is short and to the point.

I always hate it when I go through all the work to attract a prospect, learn about their business, create a proposal (which takes some thinking if you’re doing it right), play the waiting game to get a decision… and only THEN have them say: “The only objection I have is the fee.”

Every time that happens, I have this feeling like I’ve surprised my prospect with my fees.

We go through all of this work and then there’s the big aaaahhhhHAAAAAAA where I unveil the fee.

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It’s funny that it feels like I’m surprising my prospect. It’s really ME who gets the surprise when things go south.

Surprise… the joke’s on me.

I don’t like that.

It’s a lot of work to get a prospect to that point in the sales process. And frankly, you end up kissing a lot of frogs before you find your prince (or princess 🙂

So maybe there’s a better way.

Now think about this with your RATIONAL mind. Do you have any business talking to a prospect who can’t/won’t afford the fees you charge?

Of course not.

So why do all of us spend so much time talking to prospects who have no business being our clients?

I’ll tell you why I do it.

I do it because of that little flicker of HOPE that I have. The HOPE that I can turn all prospects into clients.

I just have to show them VALUE and THEN there might be a chance.


So why not try something different?

Why not move the discussion of fees UPFRONT? That’s right:

Enough With the Games,
Talk About Money FIRST

Wouldn’t that help?

To be able to say to your prospect:

“Now Ms. Prospect, I have to warn you… sometimes I’m told that my services are too expensive. And I really have to agree. They are expensive… if you’re talking about price.”

“If you’re talking about VALUE, then it’s quite a different matter. If you invest five or ten thousand dollars in my services and receive 5 or 10 times that back on your investment, wouldn’t you consider that a successful investment? I know I would…”

“Of course there are no guarantees, but I just want to make sure that you’re willing to invest that kind of money if you see the potential of that return.”

“Are you willing to do that? If so, we can move forward. If not, we probably are just wasting each other’s time.”

Just try it… or figure out some other way to politely qualify the leads you’re talking to. If they don’t have the money or the intention to spend it, it’s better to know that sooner than later.

Just change the words enough so they feel like your own. You’ll save yourself a lot of wasted time, effort and frustration.

See you tomorrow,

Jason Leister
Editor, The Client Letter
Creating Success for Independent Professionals