How To Quote A Fee When You Don't Know A Client's Budget

You shouldn't be worried about leaving money on the table or quoting a budget that's too high if you follow a few basic principles.

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Stop Trying To Guess The Highest Acceptable Number

You’ve had your first great call with a client; it went well. Now the client wants to know what you charge.

Now you’re caught in a bind.

You don’t want to leave money on the table, nor do you want to scare away the client with a high fee.

Instead, you formulate your best guess and hope they agree.

This is the highest-acceptable-number approach—and it’s entirely the wrong way to go about it.

It’s also precisely what most consultants do.

Here are some alternative approaches.

Option 1: Ask - “What is your budget?”

This is so generic it almost sounds old-school today. However, it’s still often remarkably effective. You ask the client what their budget is and charge them that amount. The advantage of this i…