Written by: Vickie Sullivan | January 10, 2017
2 Negotiation Tips to Get the Fee You Deserve
Between disruptions and low-cost options, getting fees you want can be challenging to say the least. That is why this Fast Company article on negotiation comes at the right time.
Look past the emphasis on design firms and the 30,000-foot recommendations. This article is really about negotiating when you are seen as a “luxury.” Pay attention to these ideas:
• Address the real issues. I love the example here of the sales conversations with the actress. How many times do you get so involved with your process that you miss what your clients really want? Deal with the subjective, and the rest of the conversation will be easier.
Listen: My two-step process to uncover the heart of secret desires
• Go beyond past client stories. Yes, the buyer knows you’re good. What they really want to know is how your expertise will help them. So show them not only the what, but also the “why” your costs are what they are. Context is everything.
As you kick off the year, pay attention to how you have conversations. As the late speaking legend Cavett Robert used to recommend, it’s time to sharpen your saw.
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Author : Vickie Sullivan
Published: 2017-01-18 11:48:05
Great point Sandra -- the listener has to lean in and be willing to hear us. Thanks for the shout out and your insights!
Author : Sandra Zimmer
Published: 2017-01-10 11:36:43
Hey Vickie! The lovely thing about your two steps is that they make the process of offering your service into a conversation. I call it "joining up" with the client to help them get what they want. My term comes from Monty Roberts , the original horse whisperer, who learned to join up with wild horses so he could ride them in under and hour of working with them, rather than breaking them. Persuasion only happens when the listener is coming towards you. If you are pushing at them, they have to retreat. Your two steps open the relationship so they can come to you. Thanks for sharing!