Oftentimes, one of the first questions I’m asked after someone has realized that I am well versed concerning my industry is, “how much?” People want to know upfront what they are getting into. There is nothing wrong with wanting to know. However, as a service based company, it is very difficult to make a quote on the spot without knowing what you’re getting into. So I would strongly advise against it. Here are 3 things you should consider before offering a quote.
Growing businesses deserve a chance. If you are a small business owner, this point will hit home. You don’t start a business with the world’s largest budget. So when considering giving a quote on the spot, it is important that you consider the person’s budget. Now, you don’t want to shoot back the question “well what is your budget?” right there on the spot either. In offering to schedule a follow-up to gather more details, mention that you’d like to consider their budget. Hopefully they have a budget. But scheduling a follow-up would atleast give them time to figure out what it is if they don’t have one. As a small business owner, I love the “wow factor” I get from meeting someone who seems to know what they are doing. One of my first thoughts is always, “how much is this gonna cost me?” So when people ask “how much?”, it is important to make them feel at ease that you are willing to work with their budget. (Only if you are, of course.) All growing businesses deserve a chance to work with the best service and product providers they can reach. Don’t make it feel impossible to them by throwing out numbers that may be intimidating and discouraging.
Consultation is for you too. I strongly believe that consultation is just a smarter idea than on-the-spot quoting. More than for financial reasons, a consultation allows you a more in depth conversation to decide if you want to work with the potential client. Though money is the motive to having a business, it is still very important to align yourself with clients whose companies and projects align with what your company aligns with. Everyone can’t get a “yes” for business from you. This is way more difficult for small business owners than we’d like to admit. Because we get excited about more clients and more money, we end up working with people who may not be moving in a positive or upward direction. Here is how I always decide. If I feel hesitant to put the brand’s logo or word mark on my site under “clients”, it’s best to pass. But how can I know this without a more in-depth conversation and more time to research the client?
First impressions are so important. During this process you have to be careful not to shoot yourself in the foot. Your first impression is fragile, handle it with care.