The best way to handle emails asking, “What do youcharge?”

Most business owners have experienced this commonsituation. You get an email inquiry asking about yourfees as the first or only question. If you have respondedwith your pricing, you probably never heard from theperson again, right? This is not the best way to reel in apotential client.

People may be interested in working with you butfear they cannot afford you. When you send yourpricing right off the bat, you prevent the salesconversation and you haven’t built in any value. That’swhy I recommend you should not send out your priceswhen requested.

Instead, the best way to handle this is to let theperson know you have many packages and programs.Say something like, “Most likely you can afford workingwith me because I have different packages to fit anylevel.” Then, suggest you have a phone conversation tobetter understand their situation and discuss the

different programs to find out which one fits best.

This is the way to open a conversation that allows you to build rapport and trust, which helpsprospects start to feel comfortable. Your prospect will let down some of his or her defenses soyou can really connect and help. Once they figure out how you can help and understand thatthere is an affordable option, closing the deal to get new clients becomes much easier.

In addition, if you are familiar with my methods, you know I also recommend a writteninterview with you in which you directly answer many of the expected objections potentialclients may have. These include:

Will this work? Will this work for me?

Is it expensive? Will I get results? How fast will I get results? Can you prove your system works?

Be sure to answer each of these common objections in your written interview so prospects canfind answers before they even contact you or while waiting for your ‘Get Acquainted” call.

One last point – it helps to get comfortable with the idea that it takes time to describe all thedifferent packages. If you have fear about this and fumble, that gives people the feeling you arenot comfortable and erodes trust. Tell people who email asking for prices that discussing yourpackages and prices takes more than a quick answer by email. This encourages them to get onthe phone with you for 15 minutes so you can learn about their situation, talk about yourprograms, describe how they work and explain the fees. It’s simply not something that can beanswered in one minute.

Your Assignment:Have you written and posted your “Interview with…” on your site yet? This is a valuable toolthat you share with a potential client before the Get Acquainted call. Ask the person to read theinterview so that many of the potential objections are handled before you even speak. This canwork wonders and help you get clients for sure.

Fabienne Fredrickson, The Client Attraction Mentor, is founder of the Client Attraction System,the proven step-by-step program that shows you exactly how to attract more clients, in recordtime...guaranteed. To get your F.R.E.E. Audio CD by mail and receive her weekly marketing &success mindset articles on attracting more high-paying clients and dramatically increasing yourincome, visit http://attractclients.com