Win on Value, Never Lose On Fee
WHY YOU LOSE
9 out of 10 times a client chooses the cheaper option is because:
1. No one offers anything different that was of value
2. No one explains how their method of solution will drive better results
3. Those who do offer something different, offer something the client doesn’t want or need and so they are not prepared to pay more for it
WIN ON VALUE, NOT FEE
You outline your single fee and the terms that go with them, but you don’t explain how you arrived at that figure. And then when the client negotiates, you are quick to just drop your fee. Why? Because your competitor came in lower? The same competitor your client doesn’t want? Agreeing to reduce your fee sends out a very quick message that you overpriced in the first place.
Alison Zalecki, Managing Director of Mozer will show you how to demonstrate value, give options, and negotiate to win the business!
14:00 - 14:45
Cloth Hall Court
Quebec St, Leeds LS1 2HA