I had a brief conversation with a client today where we set up a meeting for next week. The client has received 3 quotes for his web project and we’re the most expensive by far. The client is a savvy business guy and understands that quality sometimes costs more.
So he’s keen to meet and discuss our proposal and why it is so much more than the others.
What My Job Is
My job is to demonstrate to the client our value. To justify paying more. Now I’ll do that via testimonials, guarantees, examples of previous work, etc.
I’ll discuss our experience, our contacts and our expertise and then quantify what that means to him and the impact all of that will have on his sales.
It’s The Same Reason I Never Begrudge Models Their Money
As a marketer, over the years I’ve worked with models. We source models for various projects and it’s fair to say that many people seem to baulk when we quote the hourly rate for a model.
But I think all models earn every single cent.
Let’s say you pay $150 for a model for an hour. He/She doesn’t just show up and stand about for an hour.
To look as good as they do they requires a whole lifestyle, not just an hour:
The right food, vitamins and minerals
The right exercise
The right skin care (and the big $ that need to be spent)
Lots of training
And if I can draw a long bow and compare modeling to what we do: it’s not always about what you see that you pay for. It’s the background stuff that makes the difference and costs the money to get.
It takes work to look this good
An Old Trick
Here’s an old advertising and marketing tactic. Show a pretty girl in your advertising/marketing/blog/etc – it gets people’s attention everytime. And when it’s used in context it works even better!