While consulting with a new client recently I was reminded that a new business person quoting a seemingly high price is a scarry position to be in. All kind of thoughts will run through your head ... Can I cut my costs?... Should I price lower to get the business? ... Am I missing something? ... You may know what I'm talking about.
In this case the business owner was approached by a national company to license his service. The company does not have a lot of business yet and could use a long term client. One of the challenges this business owner had to overcome was that to do what the prospect wanted, a license with a annual renewal was needed to purchased by the business owner and to him the fee was large. The need to pass this fee on to his client was where he was scared. After going over a lot of options, my client looked releaved because he understood that "size matters", when thinking about your prospective client, and that while thousands of dollars to you may seem big but to a national company, it may be petty cash.
We further talked about the sales presentation and that he should not be ashamed to present a profitable price for himself. To give him a little more peace about this huge yet scary opportunity, we asked what would happen if didn't get the business. He looked very peaceful when he responded that things would continue as they are for the present, but long term HUGE ideas are now flowing about how to explode his business (of which we will continue to work with him on).
The fear of failure, on securing the new business was not even a concern because of the new ideas flowing because of the opportunity and the fact that he had saught advise.
Jerry W. Williams
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