You must show how working with you will save your client time and money through the services you have to offer. The key word here is cost, not price. Your fees may be higher, but at the end of the day, if your clients realized a reduction in the overall costs they incurred in attaining their goals, you re a better value. Costs include time, money and level of frustration. For commercial clients, this includes helping your clients maintain the competitive advantage by providing them with desired levels of return on investment.
Many people think clients only want the lowest price available.
While price is an issue, it is not the driving issue in most cases. Create and use a resource proclamation To gain a client s attention, you must first focus on the results you offer your clients, not on your services. A resource proclamation outlines what you have to offer your client in a simple and direct manner. Your proclamation should convey the bottom-line benefits and value your client will gain from a relationship with you, and should prompt your client to ask you for more information. Potential clients don't want to waste time listening to a long, drawn-out pitch.