How to Present Your FeesBy: Kevin Nunley
Should I present your fees verbally or in writing? There is not really a right or wrong way. But there are pros and cons for both.
Talking with the prospects about the price over the phone helps them feel assured that they understand the specifications completely. Also, if you have misunderstood a prospect's order they can tell you so immediately. However, talking on the phone can take much of your time. Some clients may just wish totalk to you, without any plan of ordering soon.
A price quotation in writing says "take it or leave it". Some prospects will be turned off by that suggestion. Many customers like to feel that they have the ability to negotiate the price, if needed. However, there are also plenty of customers who just want to see the price and order quickly.
It's best to state your fee, then wait for a reply. If you are talking with the customer on the phone, tell them what you can do for them, then give the price. Don't make another sound until the customer has a chance to reply. There may be an uncomfortable moment of silence, but more often than not, the customer will come back with, "let's do it!"
© 2002 DrNunley.com.
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