The Client Letter
October 16, 2012
Sedona, Arizona
Sunny 60 Degrees
It was 2003 and I had just moved to Chicago IL. I was coming off of a brief and forgetful career as a car salesman and had just opened up shop as a technology consultant.
I’m a geek by genetics so helping people with computers seemed like a great way to make a living.
All I needed was some clients…
So I joined a networking group and showed up at a nearby diner for the 7AM meeting. This was BNI, an international networking organization. The format of the meeting was simple: Everyone would stand up and give a 30 second elevator pitch about their business.
At some point during the meeting, one of the members turned to me and asked, So what do you charge?”
“$40 an hour…” I said.
“That’s reasonable,” he replied.
At that point in my life, I was JUST embarking on a very long period of personal growth. So to hear that my fees were “reasonable” was a small and welcomed bit of validation — the type of validation I spent most of my time searching for.
These days, when clients say my fees are reasonable, a part of me shutters knowing that I’ve just shortchanged myself.
But it’s not just about the money. Reasonable fees create a different relationship with your client than “high” fees do.
With high fees comes a level of respect that is not as present when fees are “reasonable.”
If you’re trying to create real and positive change in the life or business of your client, this type of respect is extremely useful.
(You’ll find other ways to attract high quality clients that respect you here.)
Just a word of warning:
Should you encounter a prospect or client on your journey that refers to you as “unreasonable,” wear the label with pride.
Being called “unreasonable” is probably a good sign that your goals are worth pursuing.