Customers Want You to Ask for the Money

Many years ago, I was the one starting a small business. I ran a part-time resume service out of my New York apartment. One client showed up on time for her first appointment, nervously clutching her notes.

"Can we just talk for awhile?" she asked.

"No," I said firmly, amazing myself. "If you want me to work on your resume, there will be a charge. You can decide not to hire me. But we can't just sit and talk."

I remembered this incident several years later, when I greeted a neighbor in our local coffee shop.

"I've got a friend visiting," she said. "He's thinking of starting a business and he wants to talk to you. You do business coaching, don't you? We'll see you tomorrow when you walk the dog,"

"I'd be happy to talk to him for a few minutes," I said, "but if he wants to work with me, I'll have to charge. This is what I do for a living."

Customers are rarely evil people who want to steal services. My neighbor did not realize that consultants earn real money for "just talking" about business.

Others have no idea what they are asking.

Coach Jane asked me to make a few changes to her website. In return, she offered "a couple of half hours of coaching or something." After peeking at the source code of Jane's site, I emailed, "This project will take two to four hours. Here's what I will charge."

Jane knew nothing of web design (a mistake -- but that's another article). She honestly thought I could accomplish her goal in less than an hour.

Customers bring their own experience to your service. One veterinarian will clip your cat's claws after giving booster shots; another charges extra. Some hairdressers charge for a conditioning rinse or blow-dry; some say it's part of the service. .

Pricing practices vary geographically. If your customer has just moved to your city, he won't know what to ask. He'll just fume quietly when he sees the bill.

Finally, customers can be naïve. Janet ordered artwork for her brochure. When the designer offered an option for "one-fifty," she Assumed he meant a dollar and fifty cents! Fortunately, she clarified the difference before signing an order for one hundred and fifty dollars.

Janet's designer was uncomfortable talking about money -- but not uncomfortable handing her a bill. Then it was Janet's turn to be uncomfortable.

The time for a frank discussion of costs and contingencies is before you deliver the service. A book promotion coach informed me, on our second call, "I rewrote your copy. That will be an extra fifty dollars." I refused to pay and will never recommend her firm.

A written schedule of fees and terms can avoid bad feelings. You can always offer discounts or extras to cement relationships with loyal customers.

And when you ask a customer, "Would you also like to have...." mention the cost. Otherwise, I believe, she has every reason to expect it will be free.

I offer one-to-one consultations on career strategy.

About The Author

Cathy Goodwin, Ph.D., is an author, speaker and career/business consultant, helping midlife professionals take their First step to a Second Career. http://www.cathygoodwin.com.

"Ten secrets of mastering a major life change" mailto:subscribe@cathygoodwin.com

Contact: cathy@cathygoodwin.com 505-534-4294

---

Youre Hired... I Think

I'm not a fan of "The Donald" and I had... Read More

10 High Powered Ways To Magnify Your Sales

1. Give your prospects a f~ree trial of your software... Read More

Selling - Always Go for Top Money

If you've ever flown economy class on an international flight... Read More

Closing The Sale

So -- you've just gotten off of the phone with... Read More

The Truth About Sale Success!

Bill Brooks of The Brooks Group wrote an article several... Read More

7 Safety Tips Every Realtor and Door-to-Door Sales Professional Need to Practice

These are the top 7 safety tips that criminals don't... Read More

Just Ask

For the 'big three' automobile sales consultants, the 'employee discount... Read More

Less is More: Quick Tips to Improve Your Sales

I'll be brief. If not ? I'll negate my own... Read More

The Biggest Mistake in Sales Prospecting

Recently I received a prospecting voice mail message from a... Read More

How To Stop Chasing Prospects Forever!

Perhaps the biggest challenge faced by salespeople is the problem... Read More

Whats Your Sales Training Goal - Exposure or Behavioral Change?

When your company invests in sales training, what is the... Read More

The Processionary Caterpillar Syndrome Costs You Sales?

Some years ago I read and interesting story that illustrated... Read More

Seven Critical Qualifying Questions

Training your salespeople to not waste time working unqualified accounts,... Read More

Leverage Avoidance Values for Irresistible Selling

What are values? Values are filters that everyone uses to... Read More

Do You Want To Sell More? Then Stop Trying To Be Everything To Everybody!

I know you've heard this a thousand times, but from... Read More

Nine Common Mistakes Salespeople Make

1. They talk instead of LISTEN. Too many salespeople monopolize... Read More

The 7 Deaths of a Salesman

In sales, you can work one of two ways. You... Read More

The Most Underused and Powerful Method of Lead Generation

Are you worried about whom you'll sell today so you... Read More

Five Tips To Increase Your Sales

1. You could end your ad copy with a discounted... Read More

Three Ways To Get A Prospect To Say Yes To Your Offer

Here are three proven ways that will increase your sales:1.... Read More

How To Get Clients To Take Immediate Action

Are you tired of excuses? Looking for a persuasion technique... Read More

How to Spellbind Your Prospects in 10 Seconds!

You've got yourself 10 seconds to HOOK your prospects or... Read More

Do You Have to Be Aggressive to Make Sales?

A few weeks ago I was onsite at a company... Read More

3 Tips to Get Clients Now

"I need more clients!" wails Steve, a 32 year old... Read More

A Simple Sales Strategy: Talk to Yourself!

You are about to speak to a potential client, go... Read More

Pressure Washer Business; Cleaning Composite Decks

There is a new trend in the way wood decks... Read More

Getting Them to Buy: The Two Most Important Pieces to the Sales Pitch

Why are some sales pitches more persuasive than others? Are... Read More

Got Sales Objections? Wheres Your Value?

A sales manager who reads this newsletter regularly suggested the... Read More

Top 10 Secrets to Fully Embrace Sales and Exceed Your Goals Forever!

1.- REMAIN VERY CLIENT FOCUSED! Not Company focused. Your clients... Read More

In Sales, Words Just Don?t Compute

In studies conducted by Motivational Systems of West Orange, New... Read More

Sales Skills for the Non Sales Professional

Have you ever wondered how in the heck you're going... Read More

10 Amazing Ways To Jump Start Your Sales

1. Find a strategic business partner. Look for ones that... Read More

3 Steps to Immediately Improve Sales

Want to increase sales within your company? It's not as... Read More