Quote higher fees because higher fees psychologically create a higher value in the buyer’s perception.
Quote higher fees because higher fees psychologically create a higher value in the buyer’s perception.
Funda # 3: Quote Higher Fees
This originates from buyers' psychology. Your buyers believe they get what they pay for. And that's the only reason McKinsey, Emirates, Breitling, and Bentley don’t enter price negotiations. No buyer says, “This is the cheapest consultant I could find, and I’m proud of it!” Instead, they say, “This person is costing us a fortune, and we were lucky to get her, so listen up!” because you aren't selling goods, you're selling laser-cut services.
