If a prospect is contacting you only because they want some information, and you have valuable content that positions you as an expert, why wouldn’t you share that with people?
This is a great chance for you to demonstrate your expertise and show your value.
However, if a prospect is calling because they want to know your price, that is a different issue.
If someone is simply asking for a price, it is a red-flag. This person is likely to be focused solely on the price of the service - they are a price shopper and only want the cheapest service.
These types of people never appreciate the value you can provide and will always be problematic when the time comes to pay the bill. They are not worth your time.
You don’t have to take on every single client that contacts you. You should only take on the clients that are right for your business.
So What Should You Say To Those Callers?
You should absolutely have a meeting with any potential client before you take them on.
As accounting professionals we are in the relationship business. When we take on a client, we hope that they will be working with us for many years.
Before you take on a brand new client, you need to make sure that you are a good fit for each other.
If people call you up looking only for a price, you can explain this to them.
You may say something like:
“Before we can give you a price, we have to have a meeting. This is because we want to make sure that we are a good fit for each other. We want you to be happy with us, and we want to make sure that you are the right fit for this business.
We are very selective in the clients we work for. We want to work with clients who are ambitious and want to grow their business.
We also really need to meet with you first because every person, and every business is different. We want to get a good understanding of you and your business. We want to know what is important to you because only then can we give you the right solution.
You see, if we gave you a price for what you are asking for, it might not be the best solution for you. We don’t want to be negligent by not giving you the appropriate help you need. This is why we really want to meet with you first.”
This is the kind of script you want to have to deal with this type of caller.
Focus on those two things: we need to make sure the client is the right fit, and we need to make sure we understand what the client’s problem is so we know what solution to provide.
If after this they still want the price, what you have to do is really simple - politely turn them down.
If all they are interested in is the price, they are not going to be the sort of client that you want to work with.
If you would like to learn more about this topic, or more about value pricing, I run a free live online training session every month. You can attend and ask me any questions you have. Click here to register and I will send you an invitation to the next session.
And if you would like to join a community of like-minded accounting professionals learning to price more effectively and confidently, you can join my Facebook Support Group here.
Wishing you every success on your pricing journey.
Chartered Accountant, Public Speaker, and Amazon No.1 Best Selling Author of “Effective Pricing for Accountants”
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