A student of mine recently asked me for advice regarding a Salesforce proposal he was about to submit.
The submission included a presentation of his proposal, and my student wanted to be well prepared for any arguments the client had. One of his concerns was, what if the client says my prices are too high?
Here’s my response.
Firstly, what are they comparing your prices to? Other smaller providers that are half your price, or larger providers that are twice your size?
Price is usually relative to the value you’re providing. If you’re providing lots of value, you’re able to command higher prices.
Don’t offer only one price, offer three. With three prices, the client is not focused on whether they should work with you or not, but how they should work with you.
Lastly, if the client counters your offer, don’t accept it during the meeting. Allow yourself some time to consider whether you truly want this project or not. Some clients that pinch every penny may not be worth your time or energy.
The takeaway
Pricing can be a sensitive topic that is hard to feel you’ve mastered. Whether you do fixed prices or hourly billing, it takes time to know your true worth. That’s OK, just reframe it as a journey, not a destination.