Hey all - Just looking for some feedback for next time because this time I blew it.
I know that the person who asks all the questions controls the conversation but I fell back into old habits and I let him take control. First mistake.
Then, because he had control of the conversation he asked - "How much do you charge?" I should have responded with a question for him. Something like, "Well before I answer that question tell me - how much time do you spend on things you hate doing or the things you just told me you'd like to get help with?"
Then after his answer I should have asked - "So, if you got rid of all those things you just mentioned, how much would the time you save be worth to you on an hourly basis?" If he said $100.00 then I would say..."Well I would be saving you $xx.00 (the difference for whatever my rate is for those responsibilities)."
However, I ended up letting him ask the question. My answer was a rather clumsey..."Well, it's difficult for me to give an exact quote until I know more. I usually like to get a better idea of where people's needs are and I develop custom packages - but it's usually based on a rate between $xx.00 and $xx.00, depending on complexity...yada, yada.) Thing he focused in on was the hourly and his comment was..."Gee - that's significantly higher than what I've found other VA's charge (btw...I'm well within industry norms). However, I started defending my rates after the awkward pause that he, no doubt strategically planted, and I told him - "Well, actually my rates are right in the range of what is considered average for our industry...etc." Oh...I knew I totally blew it right then.
Good thing is that I knew he wasn't for me from the get go because he stood me up yesterday, without so much as an apology...but for that next prospect that I do want as a client - I'd like to handle that question just a bit better...a lot of a bit better
- and would really appreciate any feedback.
Blew It w/First Prospect Call
to what their salary is (or someone else they know), and it can be a real stumbling block. Another thing that I found fascinating is, for example, if you give a quote of $500 (once you know the full scope of the project - can do a quote range if this is unknown, say $300 - $500 [final quote would be what is agreed upon]) for a project instead of an hourly rate of $100 an hour, PCs look at it differently - they're thinking "Okay, this is going to cost me $xxx.xx for my shiny new floor" instead of worrying about staying within their budget because the price is there right from the ding-dong.
The other thing that I would try (and I'm not sure if it will work for you... but it's what I'm going to try), is calling people and basically just asking them if I can send them further information on how I can help them. I don't want to get into any detail or rates over the phone - they need to see the benefits first. Therefore, if I can send them an email - that will show them the benefits and direct them to my website. On my site, they will find my rates - but see the benefits first, of course.
Oh - and just so you know, New Zealand is on my top 3 places to travel to outside of the country! I'm almost an empty nester so sooon...very soooonnn!
WRITE FAB RFP PROPOSALS & land THE VA job. 
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