When you quote a fee and there is no reaction to the price you quote – i.e. no “that’s too expensive for example”, what do you make of this?
Do you automatically assume that the price is acceptable or do you consider that you may have under-quoted?
I worked with a client, an experienced, established lawyer who was doing well in her business.
She had a steady flow of new clients and some long-term clients who always came back to her.
In essence, she is excellent at what she does and was making a profit. A perfect place to be in, you would think.
However, she knew for some time that she was not charging enough compared with the competition. Her clients rarely pushed back on fees and yet she hadn’t increased them.
Why was that?
She got stuck in her comfort zone and didn’t feel capable of having those conversations with clients.
Even though she realised the benefits of reviewing her pricing structure and the clients she was working with, she would not do it on her own.
That all changed when we worked together.
If you’re undercharging, you won’t get push back and if you’re not being challenged on your fees, then you need to consider that it may be time to increase them.
I’m Vanessa Ugatti, author of Amazon Best Seller, True Worth: How to Charge What You’re Worth and Get It. I help accountants, lawyers and consultants to generate more income, have more time and create more freedom without having to get more clients, do more work or compromise value or values.
Ready to talk?
For an initial no-obligation chat, call 00-44-1202-743961 or to order your complimentary copy of Amazon Best Seller click here