How often have you felt very uncomfortable when having to discuss your fees with clients or prospects?
It’s common that a difficult client who challenges on fees is charged less than a similar client who doesn’t challenge on fees – crazy isn’t it? Do you know why this happens? It’s because we don’t know how to deal with this really difficult person, and so we put off sending him his fee note or even discussing it with him!
We’ve put together this brilliant one day seminar especially to deal with this problem, and others like it, for members of professional service firms who regularly discuss fees with either targets or clients.
The Overcoming Fee Challenges seminar (OFC) is hosted by one of the leading authorities on business development in the professions, Terry Dunbar.
Terry has spent the last fifteen years working with accountancy practices of all sizes helping them with their marketing and business development challenges, and has an enviable track record of results he helps teams achieve.
The Overcoming Fee Challenges seminar is packed full of useful, practical, and easy to learn techniques, and gives delegates valuable insight into how fee challenges of all descriptions occur in the first place and how to avoid them in the first place!
The seminar will give delegates a range of strategies to deal with virtually every fee challenge, and they will learn how to produce a result which satisfies the client or prospect, whilst maintaining a good relationship with them, which protects credibility and profitability.
The Overcoming Fee Challenges seminar includes:
Understanding the Challenge
Fee challenges come in all shapes and sizes and for different reasons! Often clients and prospects use different terms to describe the same issue. Being able to differentiate between a misperception and a negotiation stance, being able to interpret exactly what the client means when they use a certain phrase, is vital to being able to deal with fee challenges in an effective manner. This session in the Overcoming Fee Challenges seminar will explain the different reasons that clients and prospects raise objections to fees, and will show you a robust process that will always identify the real issue.
Identifying Value
How individuals identify value is the basis for all fee challenge resolution. Knowing what an individual values, and how they quantify that value, will give an indication as to how to show your proposition in the most effective manner. This session explains the Price / Value equation, and how to use it when discussing fees with clients.
“Selling” Value
In this session delegates will learn how to identify their own USPs (unique selling points) and that of the firm, as well as how to demonstrate the benefits they bring to a client. As well as identifying USP’s, the Overcoming Fee Challenges seminar will explain how to present them in a logical and persuasive manner which can be used in almost every fee challenge environment.
Objection Handling Techniques
There are many different ways to deal with a fee challenge; in this session delegates will learn four robust techniques and when to use each one. Armed with these techniques delegates should never feel apprehensive about discussing fees with a client again.
Negotiation and Dealing with Conditions
Many fee challenges can be dealt with without “movement” on the part of the vendor or proposer; however, they may come a time in fee discussions when it becomes necessary to enter into a negotiation.
In this final session of the Overcoming Fee Challenges the basics of negotiation will be explored, it will explain and demonstrate techniques which will help you identify whether the client is imposing conditions or wants to negotiate. It will explain the golden rules of negotiation, demonstrating how to create a “win – win” environment without “giving” too much.
Seminar Style
The seminars are delivered in a relaxed and friendly manner and interaction is encouraged, at the end of each session there is a question and answer session. Post seminar you are welcome to send questions to the team at Liddell Dunbar and you will get a personal response.
Overcoming Fee Challenges - One Day Seminar training courses available to book:
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