Financial
How & When To Talk About Money
15th October 2004

Talking money with prospective clients is tough, but it has to be done. Here’s how:
Be A Good Listener. You can’t sell a product or service to someone when you don’t even know anything about their needs. Ask questions to get to know a person better. Once you’ve got a feeling for a person’s situation, money talk will emerge more easily.

Educate Your Clients. Before talking price, find out if clients know anything about you or your product or service. Once clients get a feel for your value, they’ll be more willing to place a dollar amount on it.

Walk The Balance Beam. Balance your words between introducing your business, asking a few questions, and listening. Discuss money after you’ve made a connection.

Don’t Start Off Talking Money. Mentioning your price immediately might scare off clients who will only see the dollar signs and not the product or service you can offer them.

Be Casual And Confident. Once you get an idea of a client’s needs, discuss money issues casually. Don’t feel awkward mentioning your price; most people expect you to be in business to make some sort of profit.

Explain Fees And Prices Clearly. Regardless of your business, be prepared to succinctly explain your fees or prices. Clients will appreciate quick and clear explanations.

Tip: When you’re finished talking money, get the details in writing so you and your clients don’t start remembering different versions of the deal.

SOURCE: www.businessownersideacafe.com