Pricing

I want to share my thoughts on talking about money in your first conversation with a prospect—don't do it. Even if they ask, don’t do it.

Have a clear process for when and how you talk about pricing. Yes, you’ll be asked sooner, but you don’t have to answer. Your approach should be to delve into pricing during conversation number two or three but never in conversation one. Maybe give a range but never get into specifics around pricing when you're still trying to figure out whether there’s a fit. Don't give up that kind of control.

Also, if they do ask, have an approach for how you answer them; for example, “I’m happy to get into that. I just find that it’s more of a second conversation topic, when I'll tell you more about working with us, what we charge, etc. For this first conversation, we're seeing if we have a good fit or not. So, I'll get into that, just not right now.” Be clear and reasonable about when and how you're going to address the subject of price. Don’t be afraid to talk about it but take a measured approach and maintain control of the conversation.

Bottom line: don't talk about money in your initial conversation. Take control, slow it down, and stick to your methodical approach for when and how you talk about pricing with prospects.

Onward.
Tom

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