Normally I write about something specific to my company, Custom Dwellings, or at least our industry. Today, however, I want to address a much broader topic. How much is too expensive? I have covered pricing in some other posts, but this has less to do with construction or design and more about service in general.
While meeting with our social media coordinator the other week, she mentioned that someone had recently told her she was “too expensive”. She had the right response, something along the lines of “I’m not the cheapest option out there, but I feel I provide good VALUE for what I charge.”
I know that the potential client probably meant nothing by their comment that she was too expensive. I’m also sure that being a small business owner, this isn’t the first or the last time she has received this feedback. I think that comment bothered me more than her.
Here’s why. Not only would I argue that her services are very well priced for what she offers, but there is more to the story. This conversation came up during a meeting I requested. A meeting that was above and beyond what she is contracted to do, but I knew she could offer some valuable insight and expertise, and she was willing to help. That meeting lasted for over three hours. It didn’t cost me a dime. Believe me, I tried to convince her to bill me for her time, but she would have none of it.
But according to some, she’s too expensive. That absolutely floors me. They just don’t know what they are missing by concentrating on price alone. I’m sure that there are other options out there that would cost me less for “the same” services. I’d be surprised if the quality was anywhere near what she produces for a lesser cost though. I’d be willing to bet that those cheaper options wouldn’t be willing to spend half their day trying to help their client, just because they can. One could argue the wisdom of giving away time and consulting for free and I’d be one of them. At the same time though, she was willing to invest a few hours to help our company succeed. If we succeed, that helps her succeed as well. I don’t think it was a calculated decision to accept my request for a meeting though. I think it was probably a gut instinct that my client needs help, I’m going to help. That is priceless.
We’re all guilty of it, me included, but the next time you think someone’s services are too expensive, take a step back and ask yourself a couple of questions. The price might be higher than you expected or have been quoted already, but is it better value? Is this price just for a one-time transaction or are we building a mutually beneficial long-term relationship? As with any relationship, you’re going to get out of it what you put into it. Sometimes that is time, sometimes it is monetary, sometimes it is listening, and sometimes it is offering a helping hand when there is no immediate benefit to you.