Wednesday, October 8, 2014

You Are Too Expensive ... The Sequel

I have had some amazing reaction to my post entitled "You Are Too Expensive." From Facebook to LinkedIn to Twitter, thousands have linked to this article. We all seem to have the same challenges, don't we? Well, then, let's expand on those challenges and possible solutions. Because every time I think I've conquered the "how to" of responses, a new one gets issued.

The Catch 22 Ploy

These particular client ploys fall into the "Catch 22" category. You know, the ones where they say:

  • "If you do this for $$$$ (always less), I see a bright future for our relationship because I have a lot of business I can throw your way."
  • "Do you know who'll be at this event? It can mean a lot of future business for you."
Be honest here, my friends. How often have those two scenarios worked out? If you do it for "less" for one person, he or she will expect all future events for less as well, as will those wonderful people you'll meet. Last words: "Well, you did it for me for that amount of money last time." Am I right or not?

The Solution

So, draw your line in the sand politely and firmly. Recently, I heard both of those lines from a client who happened to be a performer. So I asked him nicely, "When a producer asked you to perform on stage for scale (minimum) and promised you that when he opened his next show on Broadway you'd be the lead if you acquiesced this one time, did it ever happen?" He replied, "No," which then gave me the invitation to offer the following: "I evaluate every project individually and cost it fairly, not based on the past or promises of the future which may or may not happen." I also pointed out that my most long-term clients never dangle a carrot in front of me. Instead they valued what I did for them as being fair and being delivered the best it could be; and then hired me again for just those reasons.

 I am sure you can come up with responses based upon who your client is. I always find it advisable to know their industry so completely that I can draw upon analogies or "stories" that are convincing and believable. The point is I won't give in and neither should you.

Many years ago I started using the justification that events were challenging. It's not a matter of what could go wrong; something almost always goes wrong. BUT it's what you do when it does that defines the level of professionalism clients need in an event agency. In other words, "Who do you want to be in the trenches with?"

So, once again, you are worth what you are asking and don't need to cave when challenged about your pricing. And please don't talk yourself into a corner. If someone tries to cost you out of a well-deserved project, just keep quiet and say NOTHING. You will win that way. It's the old used car salesman trick, but it's a valid tip. He (or she) who holds their tongue also holds the power.

Be powerful. Good luck!


Andrea Michaels is the founder and president of Extraordinary Events, an international meeting and event planning and production firm. Learn more about Extraordinary Events via www.extraordinaryevents.netwww.extraordinaryevents.net. You may reach Andrea via amichaels@extraordinaryevents.net Check out her book, Reflections of a Successful Wallflower –Lessons in Business; Lessons in Life, that has been praised as the “Bible” of the event industry.

7 comments:

  1. There are many shops, salons and spas offering non surgical replacement systems in Lahore.
    Non surgical system is commonly called Wig. It is modified form of hairpiece which is temporary solution for baldness .
    There are certain inconveniences due to these wigs. It is permanent source of expenditure because every month one has to spend for its maintenance. The unit has specific duration
    like one to two years and then you have to buy new unit. When we calculate non surgical hair replacement system for 4 to 5 years, the cost of surgical Hair transplant in Lahore is much cheaper as compared to these artificial wigs or systems. The wig gives unnatural look and easily recognized and becomes source of embarrassment in public places.

    ReplyDelete
  2. The Pastoral Leadership Intensive is a unique and innovative program that has been designed to provide personal andprofessional growth experiences for leaders and potential leaders. The program design includes the combination of small group sharing, classroom lectures,videos and one-on-one spiritual direction. The program goal is to provide each participant with a pastoral leadership assessment with professional applications that will empower and renew each pastoral leader so that they can return to their
    pastoral work renewed and invigorated.

    Leadership can be hard to define and it means different things to different people.
    In the transformational leadership model, leaders set direction and help themselves and others to do the right thing to move forward. To do this they create an inspiring vision,
    and then motivate and inspire others to reach that vision. They also manage delivery of the vision,either directly or indirectly, and build and coach their teams to make them ever stronger.Effective leadership is about all of this – and it's exciting to be part of this journey!


    ReplyDelete
  3. V P Associates Chartered Tax Advisors and Chartered Certified Accountants, represent an authoritative source on most aspects of tax and specialise in the following: Self-Assessment Tax advice, Self Employed Tax Returns, Company and Corporation Tax advice, Capital Gains Tax advice, Buy-To-Let Property Tax advice, Tax Planning and Tax Consultancy Services. With over 25 years of experience in the business of providing expert tax advice, V P Associates Chartered Tax Advisors offer valuable information to clients to help them save money, reduce and mitigate tax. V P Associates, Chartered Tax Advisors & Chartered Certified Accountants, are the first and foremost specialists in taxation matters. Visit their site for a comprehensive list of services: http://vpassociates.com/

    Accountants Horsham

    ReplyDelete
  4. Sending flowers
    Flowers and more in stevenson ranch ca, 91381 provides flower delivery service to the following facilities: The Los Angeles County Sheriff's Department (LASD) operates the Santa Clarita Valley Station in Santa Clarita, serving stevenson ranch for law enforcement.Get directions, reviews and information for mission hills catholic mortuary in Mission Hillsinformation. Stevensons Ranch residents voiced concerns at a public meeting about the amount of water that would be used by new residents of a 102-home planned development.

    Thenk you.

    ReplyDelete
  5. Dissertation Help
    Ordering the papers at Grade Miners.co.uk is one of the easiest things to do. Knowing that students are in need of a Dissertation writing services uk because they don’t have too much time means they won’t waste any time at all.

    Essay Tigers is the finest solution of your academic problems, Our expert writers offer you exceptional online Essay Writing Service in UK at cheap.

    We are the best dissertation writing service providers in UK that have all range of ... writers, students can get all that they want in form of Dissertation Help. ... results, discussion, conclusion); Research article

    ReplyDelete