Here’s the first thing you should know about price negotiation: You don’t have to negotiate on price. When you’ve actually served your potential client and demonstrated value to impact their business. The price is the price. There is no negotiation. Let me explain…
At the core, my guiding principle to business is to be of service — to actually help people in an authentic way. What I mean is that when you truly serve someone and help them learn new skills and insight, you are providing them with something far more than a one-time transaction — you’re building a relationship that lasts through trends and strategies. So when the conversation comes (and it ultimately will), when you negotiate your price, the dialogue should be more driven back to your services, what you’ve already done and how you can continue to help them.
You are the value of what you provide. And if your potential client questions the value of what you do, the timing could simply not be right and it’s time move on to another potential client. [This is exactly what my Offer to Serve Methodology is all about. If you have not done so already please sign up for my complimentary training at
But here’s a way to help you in the negotiation process…
Before the conversation arises, think about reverse engineering the parts that help them. Before you actually serve your potential clients through your services, help them with elements of their business before your actual service. You can help by providing insights and education into what they do and how you can help.
Another way to think about this comes down to evaluating how much time you spend on gaining a particular client. One of the most intentional and effective ways you can do this is by developing a way to individually plan to help with their marketing. Choose elements of their business that need just a little bit of assistance in a positive direction — low hanging fruit that will have a massive impact before you even talk to them. After this process, they’re going to say “how much? Where to sign?”
As a rule of thumb, when you have a potential client budget under $100,000, invest 4-6 hours of your time. As that number increases, scale from there. Remember, time is your biggest investment to gain a new client, and your time invested in serving a client is going to be bigger ROI than Google Adwords.
One last point: When approaching a new client, It’s not about “sign here, sign here, sign here”, it’s more about helping. Prove what you’re selling by acting and they’re going to want to work with you. Together, you can start by sitting down with them and coming up with a list of recommendations together. You help them with that list, and when you reach the end of the list, that’s when you say, “I think it’s time we work together.”
Daniel Moskowitz is the Chief Mentor at Powerful Sales Solutions in Canada and the founder of The Superhero Sales Academy. As a B2B sales professional for over 15 years, closing over 20 million dollars in deals during that time. He has worked in multiple industries and sectors, with hundreds of clients such as the Royal Bank of Canada, Wrigley’s, Jaguar, Rogers, Sunlife, Revera, BackRack, and Flight Centre. He has had the privilege of earning the trust of some of the smartest owners, sales leaders and marketers of the world's largest brands; while also working with many tech and non-tech start-ups and mid-level regional companies. Daniel is on an epic mission to change the way B2B sales are conducted. With a focus on Daniel’s Offer to Serve Methodology, businesses have a positive way to boost sales, develop amazing client relationships, leave a lasting legacy, and grow. Daniel has set a 10-year goal to teach 100,000 Entrepreneurs to sell with love, integrity and gratitude as his way to affect positive change in the world.