When I make this bold statement in my seminars or
coaching, I usually get some pushback because it is doesn’t line up with their
experience. They all had clients who left and gave price as the reason for
leaving.

Clients who leave tell you they are leaving because of
fees and they may even confirm it by telling you how much less their new provider
will charge them. So you agree and wish them well, wondering how the other
provider can offer what you did at such a low price.

Here’s the secret: clients tell you that because they
know you’ll accept it without further discussion. It’s an easy way to part ways
without an argument or explanation. They say price and you nod. It’s as
acceptable as someone asking you how you’re doing and you say fine. It’s just
acceptable, true or not.

If clients say that fees are the issue, what they are
really saying is that, in their estimation, the value for the price is out of
balance. In other words, they don’t believe they are getting their money’s
worth and think they can get the same service somewhere else for less.

What is it you didn’t give them that made the price seem exorbitant?
It could be a number of things.

>You were hard to work with by insisting you are
always right and never listening.

>You were inaccessible, hard to get a hold of, or not
very responsive.

>You wouldn’t take responsibility and always had
someone else to blame.

>You hadn’t developed a relationship with your client.

Obviously there are other reasons, but these are the ones
clients often cite.

This week, commit yourself to providing value by
evaluating your client relationships and making sure they believe they are
getting their money’s worth.