Never answer this question…

by Gillian Pritchett on May 31, 2008

One of the best things to do to quickly establish credibility, get massive exposure, and attract new clients, is speaking. Whether you organize your own seminars on a regular basis to continually fill the pipeline, or get booked for talks to “pre-formed” groups like associations, it works like a charm—provided you give very good info.

If you deliver the talk properly, there’s always a group of people at the end of your talk who rush up to the podium to chat with you. Some will tell you how much they enjoyed the talk, some will be e-zine readers who’ve wanted to meet you for years, some will want free advice or to “pick your brain.” But, there’s one question you’ll almost always get and it comes in two parts. The first part’s the good part; “I’m interested in working with you.” The second one is the tricky part; “What do you charge?”

There’s ONE fundamental problem with answering the second part of that question. If you answer it right there on the spot, you’ll most always lose that client on the spot. Here’s why.

When making a purchasing decision, if they’re only focused on price, there isn’t any room for VALUE or RESULTS. And I believe people buy in three ways: by emotion, by results, and by value.

The solution? Don’t give them your rates on the spot. Instead, invite them for a conversation to be held at a later date where you can fully describe the value they’ll be getting from working with you. Whether you call it the “get-acquainted session,” or a free-consultation, it doesn’t matter – the important thing is that’s where you can find out more about them, get to the root of their problems, describe solutions, and they sell themselves into your services, based on value.

Never give your rates cold. You’ll almost always lose the sale right there on the spot. Instead, invite them for a conversation. Here’s what Fabienne Frederickson recommends her clients say to their own prospects:
I actually offer several different programs, depending on how quickly you want to get results, and of course, on your budget level. What I usually recommend is that we set up a get-acquainted session. Not only do you want to find out more about me, my programs, etc., but I want to find out more about you and your situation to see if you’re going to be the right fit for my programs as well. Shall we set that up?”

This is an edited version of an article by Fabienne Fredrickson, The Client Attraction Mentor, founder of the Client Attraction System™, the proven step-by-step program to attract more clients, in record time…guaranteed. To receive your F.R.E.E. Audio CD by mail and receive her weekly how-to articles on attracting more clients, visit www.ClientAttraction.com.

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