tag:blogger.com,1999:blog-25922407.post7575955056553089330..comments2024-03-25T22:12:49.064-07:00Comments on Gerald Weinberg's Secrets of Writing and Consulting: Why Do You Charge So Much?Gerald M. Weinberghttp://www.blogger.com/profile/05902673055244863609noreply@blogger.comBlogger7125tag:blogger.com,1999:blog-25922407.post-26368268936593452152010-09-01T07:05:31.144-07:002010-09-01T07:05:31.144-07:00Ah yes, the money-back guarantee, another Weinberg...Ah yes, the money-back guarantee, another Weinberg gem!<br /><br />"Why will your fee be worth it to me?"<br /><br />Yes! Notice that this turns the focus from your "worth" to the <b>value</b> the client receives or perceives.Brianhttps://www.blogger.com/profile/16818265261392759199noreply@blogger.comtag:blogger.com,1999:blog-25922407.post-48683539925587697882010-08-31T21:52:58.492-07:002010-08-31T21:52:58.492-07:00I like what commentators added about talking about...I like what commentators added about talking about why you're worth "so much." Any consultant should definitely be prepared with this answer, but it doesn't work as an answer to this direct question.<br /><br />Why not? Because now you're giving what sounds like a sales pitch, not an answer to a prospect's question. It sounds as if you're evading the question--a question I'm never ashamed to answer. And, it's fact-based and not subject to much argument (of course, anyone can argue anything, but if the questioner argues with your facts about your own business, it promises a poor relationship for the future).<br /><br />AFTER you let them know why your costs are what they are, then if they accept your facts, you can suggest that you'd be glad to work with them to help them figure out what your services would be worth. Not, notice, to "tell" them.<br /><br />And, for me, the clincher is always my money-back guarantee: if it's not worth what I charge, then don't pay what I charge. With that guarantee, I seldom have to answer "Why will your fee be worth it to me?"Gerald M. Weinberghttps://www.blogger.com/profile/05902673055244863609noreply@blogger.comtag:blogger.com,1999:blog-25922407.post-82236959688150783972010-08-31T16:13:59.363-07:002010-08-31T16:13:59.363-07:00Jerry, all of your selling points are good and val...Jerry, all of your selling points are good and valid.<br /><br />And I wonder how this conversation started.<br /><br />"Why Do You Charge So Much?"<br /><br />My comeback would be (to quote one G. M. Weinberg), "So much as compared with what?"<br /><br />I see this question as implying "Others work cheaper, why are you 'worth' more?".<br /><br />More than what, or who?<br /><br />And it's an opening gambit in the game of "Cut your prices, because I need to get more for less". I. e., commoditizing your services, and hence, you. I ain't playin' that game.<br /><br />Bottom line, I think it's vital to probe for the client's real concern, before overloading him/her with all that salesy stuff, which addresses every possible concern.Brianhttps://www.blogger.com/profile/16818265261392759199noreply@blogger.comtag:blogger.com,1999:blog-25922407.post-85065262323487337442010-08-27T02:33:01.003-07:002010-08-27T02:33:01.003-07:00Dear Jerry,
I would like to thank you very much f...Dear Jerry,<br /><br />I would like to thank you very much for such a great article.<br /><br />I found myself in the same position in many occasions and those are pretty much the same points I follow when I have to discuss the amount of money involved with them.<br /><br />If I may, I would like to add a point: emphasizing how much they get in return from the value that you have added to their business. That is another great way of letting them know that not only did they get an excellent job done, but also how much will that job represent in terms of savings, be those now or in the future, in time or money, etc.<br /><br />Regards,<br />DarĂoabhttps://www.blogger.com/profile/05413278500239235636noreply@blogger.comtag:blogger.com,1999:blog-25922407.post-287289261012396962010-08-26T21:11:26.788-07:002010-08-26T21:11:26.788-07:00The bottom line is that I'd want to cover my e...The bottom line is that I'd want to cover my expenses. Anything on top of that is supply/demand. If I have more clients than I have the time for, I raise the price to repel some (unless I can expand); if I have fewer clients than I have the time for, I lower the price to attract new work. I think it's that simple.Unknownhttps://www.blogger.com/profile/04463442306033100927noreply@blogger.comtag:blogger.com,1999:blog-25922407.post-57187787406343964722010-08-26T17:07:12.489-07:002010-08-26T17:07:12.489-07:00I'm sorry but the answer is much simpler. You,...I'm sorry but the answer is much simpler. You, the client, asked me a question because you did not have the answer and you hoped I did. If I provide the answer that alluded the client then no matter what the price it is worth it to the client if you give them the answer and you help them move on.Unknownhttps://www.blogger.com/profile/01303857500868440312noreply@blogger.comtag:blogger.com,1999:blog-25922407.post-24612083824429677022010-08-26T15:08:35.485-07:002010-08-26T15:08:35.485-07:00Jerry,
Thank you so much for this post. It is rat...Jerry,<br /><br />Thank you so much for this post. It is rather timely as I became an independent consultant/trainer/coach this year, and am discussing engagements with potential clients. Your advice, as always, is warmly appreciated.<br /><br />- SelenaSelena Delesiehttps://www.blogger.com/profile/13246457807099123353noreply@blogger.com