The value of price objections

If your fees are not being objected to occasionally than you are probably under-pricing your services.

On the other hand, if you fees are being objected to frequently, you need to dig a bit deeper to troubleshoot the cause.

It could be your positioning, lead generation pipeline, sales process, proposal approach, work quality, reputation, marketplace perception, client/consultant risk assumption, or return on investment.

Whew, that’s a long list!

It could be you have ridiculous pricing, but it’s more likely to be one of the other things routinely shorthanded as “price.”

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