So you think you’re worth it or are you being shortsighted?

Your small business gets asked to price for a job for a larger more established business and you’re excited!

So what do you decide to charge them?
You’ve never dealt with a big business before. You’re constantly told you don’t charge enough – you’ve dreamed of getting these larger businesses as clients. 
Here’s your chance…you’ve been reading about self worth, you know your time & expertise is worth a lot.
So what do you decide to charge?

As some of you know, I get asked a lot of questions about businesses and I admit it’s mostly from owners of small business.

However I do get asked questions from larger more established businesses and institutions about small businesses as well.

The question I get asked often by these large businesses is

“Why are they quoting us so much?”

“Can’t they see that if they gave us a chance to try them and like them, then we’ll be interested in recommending them to all our other departments?”

This question is asked of me so often now it is now becoming embarrassing.
They ask mecan’t they see that if we can give them a go and like what they do we can keep using their services in many different ways? We can’t afford what they are asking, no one else in our experience has asked so much?”

I love the small business community and want to encourage as many larger businesses to try the smaller businesses around them. However I believe that some small business owners get an opportunity and then blow it by not looking at the long term relationship that could be formed.
They lose the deal by asking way too much and treat this new large customer as an opportunity to make some big bucks and charge as you would a one off customer. WRONG!
Realise that most of these larger businesses are looking at you and want to trial your service in a section – the person who has approached you has a budget and a boss they need to impress with their savvy for trying someone different. Help this process (and yourself) by pricing accordingly with the idea that it could become a long term relationship which happens if they are happy with your service. 
Just because they are a large business doesn’t mean you charge them more or as much as a one off customer who you will never see again.
Let them be blown away with how great your service is, THEN you can negotiate your pricing!
It sounds so simple, but you’d be surprised how short sighted so many small business owners are when they get the opportunity to work with a larger established business.
If you’ve quoted for a job to a large customer and haven’t heard back – then think about it from their perspective….are you still waiting for replies?
Happy quoting!

2 responses to “So you think you’re worth it or are you being shortsighted?”

  1. Melanie says:

    Great piece of advice. This goes for freelance work as well. When I first started out as a freelance writer I would quote large hourly pays, one because I believed the amount of work involved was worth it. But the other was because I knew the company was large and therefore could afford it. Obviously these companies turned me down due to unknown of Return of Investment. Then I changed my way of thinking to how my work could benefit my client in drawing in clients. If they were getting money from clients that I brought in, then they could afford to pay me. Changes the way you think when you step into the client’s shoes.

  2. Sue Heins says:

    Thank you Melanie,

    It really is a change in thinking about dealing with these clients – I have sadly known too many who have lost out on contracts and deals because of this & I can never say anything to them as I find most people get very defensive of their pricing for the one job. Until they know what and who they are dealing with everybody is an unknown.