Price is the one thing that clients often try to chip away at. In the UK, we love a deal. We love to think we have managed to negotiate a few quid off and it makes us feel good when we do.
But it is never a win, win.
I was sat in front of a prospective client last week who had spent an hour telling me what was wrong with his business, what wasn’t working and what the consequences were in terms of team issues, cash struggles, sleepless nights and anxiety.
He had told me what he wanted, what utopia looked like and that he needed a plan and some guidance to help with the next few vital steps. I explained how I could help, what results could be expected and offered contact details of clients for him to speak to for testimonials.
It then came to the inevitable question. “How much will this cost me?” I took a deep breath and didn’t panic at the thought of losing the opportunity on price...