No. 2 – DON’T INTRODUCE COST AS A PROBLEM!
January 20, 2009When presenting your pricing or your fees don't use the word cost. Especially in the current economic climate, if you talk cost the prospect thinks cost. Your prospect is "investing" in your services or products because they will get a return on the spend. Never have a section of a proposal titled costs, always call this section "Your investment in [product / service] and the return". Never put "costing details" as an email subject line. Sounds crass, silly, nitpicking? Try it you will be amazed at the difference and the positive tone of the interaction with prospects and clients. More info on handling pricing and proving ROI.
