Fear - there is more than one way of dealing with itA lot of clients appear to have a fear of dealing with certain situations. Whether it’s in dealing with work colleagues,staff, customers or suppliers, many people have to mount their own psychological barriers in order to deal with the situation. I remember Becky, a client of mine, who always avoided talking about the level of her fees. My advice to people in this situation is “if you think price will be an issue, it will”. On the other hand “if you don’t think price will be an issue, it won’t”. It's a question of "mind set". (You can if you think you can ,once more). However this particular individual needed a lot more reassurance. Becky provided “trouble shooting” for financial systems and processes and always thought price was all important. In over fifteen years I can honestly say that in all the customer surveys I’ve been party to, not a single one of them came up with price being the most important factor, as a reason for buying. Buyers are primarily looking for value rather than price. When I got into discussion with Becky and started to talk about and recognise the contribution she made to her clients’ businesses, I was amazed. By helping them to work smarter she enabled them to save thousands of pounds. One of Becky’s clients was making an extra £40,000 profit year on year. Yes £40,000 – all down to her. By getting Becky to change her own mind set and discuss value (and in many cases all she had to do was relate some of the examples she had mentioned to me), she was able to overcome a personal issue that had hindered her for years.
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