I recently had a potential client contact me through, my contact form concerning my services. He didn’t list his phone number only his email. In the email he asked two specific questions, “ How does my service work?” and “could I handle a Solo-entrepreneur who was requesting to use a few hours a week?” I responded, but I was reluctant to bring up the issue of pricing. Had he listed a phone number I would have had the opportunity to discuss it in a more personal manner as I prefer. Nonetheless, out of concern that this would scare him off I didn’t bring it. Obviously, this has happen in the past. What is your take on this, when do you bring up the issue of money? And how?

I have absolutely no issue with talking money in an email. In fact I prefer it. It leaves a paper trail of the discussion. I'm horrible at thinking on my feet, so if something comes up, then I can think about it for a bit before answering. And if there is an issue down the road you have the email discussion to fall back on.

I wouldn't discuss money until I had his specific needs though. "Requesting a few hours a week" is really vague. Especially when he doesn't know how VA services work.

I would say go with whatever you are most comfortable with. If you prefer talking about pricing one-one, maybe you could email him and suggest a phone consult.

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Amy
www.porterofficesolutions.com

Never compete on price. Your services are valuable and your efforts for each client allow your client to enhance whatever business they are operating. Figure out what you need to charge for the most basic services you offer.

Either make up a firm price list for the types of work you most often will be called upon to do and have it on your website. Or, use it as a base for calculating customized service packages you create for each client.

I have found that some of these people who approach me in email asking right away for pricing and what services I provide are people setting up their own business trying to find out how the competition is pricing etc. While I like to help new business owners and I do that, I usually can spot the ones who are just fishing for info and I am not very helpful.

You won't hear back from those again.

If the first thing they ask is how much is it, respond by email or on the phone that you can't give them a price until you know exactly what it is they are looking for. Tell them to send you a brief RFP with a list of the things they need you to do. You will know by their answer (or non-answer) if the inquiry is legit or just another person looking for free info on pricing etc.

When asked questions on price if they keep at it, just say "I would need to know exactly what you need before we can discuss price as my packages are tailored to meet the needs of each client."

Stress benefits of your services and then if they tell you some of the things they do need you to do, you can go on to say something like "well I can't give you a firm price until we have had an interview, but I can tell you that other clients that have used my services have paid me in the range of $ to $ -----." Set your lowest and your highest price and insist on a personal interview over skype or whatever messenger you use or by phone before making a committment.

Hope this helps.

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Cheers!
Judy

Originally Posted by Creative Purrsuits

Never compete on price. Your services are valuable ad your efforts for each client allow your client to enhance whatever business they are operating. Figure out what you need to charge for the most basic services you offer. Either make up a firm price list for the types of work you most often will be called upon to do and have it on your website. Or, use it as a base for calculating customized service packages you create for each client. I have found that some of these people who approach me in email asking right away for pricing and what services I provide are people setting up their own business trying to find out how the competition is pricing etc. While I like to help new business owners and I do that, I usually can spot the ones who are just fishing for info and I am not very helpful. You won't hear back from those again. If the first thing they ask is how much is it, respond by email or on the phone that you can't give them a price until you know exactly what it is they are looking for. Tell them to send you a brief RFP with a list of the things they need you to do. You will know by their answer (or non-answer) if the inquiry is legit or just another person looking for free info on pricing etc. When asked questions on price if they keep at it, just say "I would need to know exactly what you need before we can discuss price as my packages are tailored to meet the needs of each client." Stress benefits of your services and then if they tell you some of the things they do need you to do, you can go on to say something like "well I can't give you a firm price until we have had an interview, but I can tell you that other clients that have used my services hapve paid me in the range of $ to $ -----." Set your lowest and your highest price and insist on a personal interview over skype or whatever messenger you use or by phone before making a committment. Hope this helps.

Thanks Judy! I havent thought about going at it that way! I have had some inquiries, and they've stayed just that. The first thing they ask us what i charge, and though I always am hesitant to put it in an email I start off the bat letting them know. I think my next plan is to first ask them what exactly they will be needing before stating my rate.

Thank you all for the posts, what a great question!!

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LaVon S., Owner
Midwest Virtual Assistance

I agree with some of the advice already given here. You have to find what works for you but you should have complete confidence in your rates and be willing to just say up front how much you charge whether it's in an email or by phone. Your confidence in how much you charge reflects your overall level of confidence to the potential client that you already know you will be valuable to them.

Personally, I don't have a problem with putting my rates in an email. This helps weed out those who are seriously about working together with those who may have a different budget in mind. My current practice is to state my hourly rate for projects under 10 hours or that a minimum of 10 hours at $XXX is necessary to start. Then I ask them to let me know if they would like to move forward with a consultation. In my opinion this just saves everyone time.

If you have a good website that helps market you and explains all of your services and how you work which prompts the client to contact you, then there isn't so much of a need to "sell" yourself or your services. As we are "virtual" I think it's perfectly acceptable that some of these discussions happen via email- especially since that's my preferred mode of communication. I don't mind doing an initial phone consult or a phone follow-up/check-in every once and while, but for my practice to be as efficient as possible, I need clients to use email as much as possible.

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Kimberly
Facebook Marketing Magic!

I haven't started yet but I plan on posting my price list on my website. I am a realtor and we are told (by brokers) that we should never discuss price over the phone but I think in this type of business (virtual assistance), it would be okay.

How good are you with the upkeep of your site? If it's possible, you should change the phone number box on your contact form to be a required field. Just my opinion since this is what you're more comfortable with!

The one thing I really don't like discussing is money, so I know how you feel. Everyone has given such great advice, and nothing can be truer than what Amy stated -- you have to go with what feels most comfortable for you.

I absolutely prefer to have a phone consultation with a potential client, but only if the client wants that as well. I compose an agenda for our call and email it to my PC in advance (sort of an outline of what our phone call will cover), and along with other items to cover, rates and terms are on the agenda. This really helps me when it's time to bring it up, because it gives me the chance to say, "OK, the next item on the agenda is regarding my rates ... Phew! After the call, I follow up with a thank-you email and attach the "minutes" of our meeting and there in it's glory will be the rates and terms section!

I'm one of those VAs who because I hate discussing money, I post my rates on my Web site. I feel that helps me and how I deal with the "money talk" by having my rates clearly stated on my Web site. It's not that I'm not confident in my rates -- I just hate, hate, hate money talk. :cool:

Good luck and hope you nailed this one!

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Patty

Originally Posted by eXPERT Business Support

I'm one of those VAs who because I hate discussing money, I post my rates on my Web site. I feel that helps me and how I deal with the "money talk" by having my rates clearly stated on my Web site.

Ditto for me. My rates are not negotiable and by having them clearly posted on my site, there is no money discussion needed other than the initial deposit (which also isn't negotiable).

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Lily Chambers, The Virtual Office Goddess, LLC
Author "How to Do Your Own Small Business Bookkeeping"