A very real, frustrating situation for many grant writing consultants that talk with me is the feeling that potential clients get “sticker shock” when consulting fees are discussed. Most experienced consultants are right on the money (pun intended) in the amounts they’re charging if they have done their homework in creating their fee structure. (If you’re still unsure about how to charge for your consulting services, be sure to watch my short video here for 3 easy tips that will help.)
In confronting the “sticker shock” syndrome, I have found that consultants are reacting in one of three ways:
- Become ashamed of what they charge and wonder if they really are worth it
- Immediately lower their price to accommodate the nonprofit’s pocketbook
- Become adversarial and try to “defend” their charges
The problem with all three of these approaches is that they do nothing to solve the problem. What I find to be the best solution? Quit trying to appeal to a client that will never be right for you to begin with.
The plain truth is that when you made the leap into consulting, you had to make a promise to yourself that not only would you offer premium service at a fair price but that you would also stay true to yourself. This means no shame in your offerings, no client dictation over your business and a soft approach in dealing with more difficult clients.
In today’s ability to work virtually and to offer up your services to the almost two million nonprofits in the U.S. alone, why are you still frustrating yourself in marketing only to a very small pool of potential clients? I would love for you to take a moment and imagine your Ideal Client. Try this exercise:
- What common denominators would the Ideal Client possess for you?
- Where do my Ideal Clients hang out?
- What are the best ways to reach my Ideal Client in large numbers and inexpensively?
Be creative in thinking outside of your hometown parameters and think on a much BIGGER scale. The trick is to create a much larger pool of your Ideal Clients. When you do this and market to a larger pool, your chances of landing an Ideal Client are much, much greater.
What are some ideas that you have in overcoming client “sticker shock?” Please share below.
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