With people everywhere trying to cut corners, you've probably experienced an increase in clients asking for more - for less! Today business expert Anne Miller tells you how to deal with this situation.
How do you respond after a client asks for more services for the same amount of money on your proposal after you changed the proposal once already to accommodate their budget?
1. You deny the client's request, saying your offer is as it stands.
2. You revise the proposal, taking out other components of the offer to accommodate the client's new request at the same fee level.
3. You ask for more money to accommodate the new requests.
Any of these could work depending on the situation. However, let me advocate for the third option first. Ask for more money. Remind them of the value of what they’re getting (justifies the investment); the fact that you have already adjusted the proposal to earlier requests (introduces an element of fairness); that making any more changes would compromise the solution and tell them, that for the added services, the incremental cost is worth the investment (helps them justify the higher cost).
And, then, be quiet.
Very often, they will recognize that if they want more, they will have to pay more, and agree. If that does not happen, you can always decide to go with options 1 or 2. But, if you skip option 3 first, you are shooting yourself in the foot: leaving money on the table that could have been yours.
Anne Miller is a popular sales and presentations expert and author of the book, Metaphorically Selling: How to Use the Magic of Metaphors to Sell, Persuade, & Explain Anything to Anyone. She works with people in high stakes situations and clients like Yahoo!, Citigroup, and Time, Inc. to sell millions of dollars of business every year. Visit her site at www.AnneMiller.com.
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