We’ve just returned from a meeting with a potential client. They briefed us about their needs and then asked the question: what do you charge?
We looked them in the eye and said: “A fair price for what you want.”
We then suggested we were not ready to put a price on the brief because we needed to go away, think and come back with our recommended approach. That would include the quotation.
It was not the answer they were expecting. Usually, we were told, they were met with no answer, apologies, or ifs and buts.
We have been practicing our response to this tricky question with the help of a tremendous article by Clark Gaither, MD. He suggests practicing in front of a mirror until you feel confident with your answer. Another tip is to lean forward when they ask you “how much”, look them directly in the eye and state your price clearly
When you are able to state your fees clearly and without hesitation using the proper body language the client will feel your confidence and so will you.
What not to do
- Make up a price.
- Act surprised or unprepared for the question
- Get defensive.
The best answer in the end is if what we propose works, it is cheap. If it does not, it is expensive.