We have all experienced it before: you have spent ages on a proposal, and the client is engaged, and they say this is good, but one, your fee is too high, and two, we need time to decide.

At that moment, you haven’t provided enough certainty, and what can follow is silence, a delayed response, or the feedback no consultant wants: “We’re going to put this on hold for the moment.”
It can be gut-wrenching to hear that, especially after you spent hours talking, diagnosing and getting to know them.

If this has happened to you in the past six months, you are not alone. Deep down it may seem like your ultimately, you fee is too expensive. It rarely is. Bubbling beneath is one of three specific, solvable problems.

1. Your packages are strong.
It happens right at the point of signing: the hesitation. And in that moment, most practitioners don’t hold their ground. They offer a discount or lower their fee so the client can”have another think,” or wait for the client to speak first.

This is because the confidence to talk plainly about yourself and your business, and ask the closing question directly, isn’t there when it matters most. The proposal did its job. What was missing was you believing in yourself and your value enough.

2. You don’t have a way to show them the return.
You know, from experience, that your work pays for itself. But “trust me can only go so far and isn’t a commercial argument. Without a way to show a client their own numbers, the cost of staying still, their own return on working with you, you’re asking them to take your word for something they should be able to see. For years I have done this, and it has worked, but this process lets their numbers do the talking.

3. You don’t have the evidence to back your value.
Years of results. Real outcomes for real clients. And almost none of it documented in a form you can actually use when it matters. This shows up as a slow erosion of confidence every time you have to tell a client the difference you have made instead of showing them.

The pattern underneath all three: it’s not really about fee, and it’s not just about confidence in the moment. The confidence has nothing solid to stand on, with no documented evidence, no way to show the client their own return. Change that, and closing the sale becomes much more straightforward

Our Solution: Live Session This Week
The Fee Conversation You Should Be Having: A live demonstration of the Practice Revenue Calculator.

Wednesday 29th July, 9:30 am or 3:30 pm, via Zoom. Choose the time that suits you. The session lasts 60 minutes and features a live demonstration of the tool with real numbers.

This is not a webinar on pricing psychology. It is a live, on-screen demonstration of the tool that enables clients to review their own numbers and clearly see the value of the investment.

In this session, you will see:
• How to demonstrate the cost of not working with you, using the client’s own figures
• Why proposals progress when you show value instead of only explaining it
• The white-label version of the tool, featuring your logo, your programmes, and your fees

A founding member offer is available to those who join this launch cohort. Details will be shared live during the session.

[Register for 9:30 am →]
https://us06web.zoom.us/j/83978627588?pwd=GiwRU4m5mum5BO4tMACSX0pPHe4Y7Y.1
Passcode: 533163

[Register for 3:30 pm →]
https://us06web.zoom.us/j/86362120030?pwd=hq7bnUZpSFmFaQBoUSTTIkf5Akbgba.1
Passcode: 046077

I look forward to seeing you there. Morton.

Until we meet.

Morton