Pricing For Rejection

I got a newsletter from GoBigNetwork last week sometime that was pretty interesting. Basically, it spelled out how entrepreneurs and business owners should love being rejected, because it means they are doing something RIGHT.

I could have written a book on the topic, but it really got me thinking about one paragraph in particular:

I want to get rejected when I call on new customers. I want to present prices that are far higher than they are willing to pay. My fear is not the word “no” when it comes to price, it’s the word “yes” while wondering if I charged enough.

Price high and then negotiate

This has happened to me more times than I really wish to count. After all, I am the one selling my company’s services. I should have a price in place that accounts for all of the little variables that a client would like to have. But the fact of the matter is, I don’t have such a price list. Each aspect will take more or less time depending on how involved the service gets.

Therein lies the problem.. When I quote a client’s project and they readily accept, I find myself wondering if I left money on the table. I ask myself if I charged too little.

Do I leave money on the table?

In reality, I think of myself as a bit pricey. When asked about SEOing a website for a business, that is my standard answer, “I am expensive.” But a business owner or founder usually agrees to the consulting with little or no negotiating, after I make that statement.

My business mentor once told me to never leave money on the table. Always price to negotiate. Price your services so that you will be rejected. But how high is too high?

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