134 How much does it cost?

The first question a prospective client often asks is, "How much does it cost?"

If they don't first know the value of a service or product, what is the point of asking the cost?

Everyone in business must address the cost question at some point.

Business owners are busy handling customers, reviewing reports, dealing with internal issues, making their own calls, and a long list of other things that go on during any given business day.

You have to be prepared for the cost question and answer it openly, not in an ambiguous way.

Business owners want to know the cost upfront because they think it will save them the time of hearing a long boring sales pitch.

Never make a long boring sales pitch!

Ask relevant questions.

They want you to cut to the chase if you will.

However, they face the same question with whatever they are selling.

When it comes to the business protection I offer, my reply is that I honestly don't know how much it will cost without knowing asking some questions and knowing their needs.

I do know that it's going to save them money and help them run their business more efficiently than they have been, as is the case with so many services if the business owner will just slow down to speed up.

Everyone is too busy these days and for good reason, life seems to be happening to us.

But, what is the cost of allowing life to happen to you as opposed to making life happen, making business happen, even in these unprecedented times?

Most small business owners ask me about the cost right up front because they believe that having access to a law firm is beyond their budget, which is not true.

It takes patience, a good ear, and asking the right questions to settle a business owner's mind regarding the cost.

When savvy business owners perceive there is value, they will take the time to learn more.

How do you respond when someone's first question is, how much does it cost?

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