SMEs: How To Handle Objections About Your Survey Fees

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Persuading a client to pay you what you are worth

If you don't ask, you don’t get as they say. As clients build their confidence in negotiating the price of the property they purchase, they can also get bolder in attempting to negotiate the fee for your professional advice.

We all know the lower your fee, the more likely you are to not only do loss-leading work but to resent doing the job in the first place - both of which leave you at a higher risk of claims.

But what do you say in the moment when they ask you? Here are 21 suggestions for you to make your own and experiment with - do let me know how you get on!

Can you lower your fee?

Emphasise value: "I understand that you're looking for the best price, but my fee reflects the quality and value I provide. I believe my service is well worth the investment."
Offer alternatives: "While I can't lower the price, I can offer alternative solutions within a lower budget range. If you're interested, I'd happily discuss these options with you."
Stand firm: "Our pricing structure is carefully calculated and designed to be fair for our clients and business. Unfortunately, I’m unable to offer a discount on my service."
Highlight past results: "We've helped many clients achieve great results at our current price point, and we're confident we can do the same for you. We believe the results will justify the investment."
Be transparent about costs: "Our prices cover the costs of the high-quality materials, expert labour, and exceptional customer service we provide. To maintain these standards, we cannot offer a lower price."
It’s an investment, not a cost: "I understand you might feel you incur many costs. Purchasing a house is an enormous financial decision that requires careful consideration. It's not just about finding a roof to put over your head; it's about making a wise investment that will pay off in the long run, and a home survey will help you to do that and reduce your risk."
Leverage scarcity: "Due to high demand for our services, we have limited availability and cannot offer discounts. We recommend booking at our current rates to secure your spot.”

How to say the price is the price:

Affirm the value: "We've carefully set our prices to reflect the quality and expertise we bring. The price you see is the fair value for the services we offer."
Share market comparisons: "Our prices are competitive within the industry, and we believe they accurately represent the level of service and support you'll receive from us. Levels of the survey are minimum standards, so you may not be comparing like with like"
Be transparent: "We've built our pricing structure based on the cost of our training, keeping that knowledge up to date, travel, the technology we use, and other operational expenses. As a result, the price you see is the best we can offer."
Highlight customer satisfaction: "Our clients have consistently found our services to be worth the investment, and we are confident that you will feel the same way about the value we provide."
Stand by your policies: "As a company, we maintain consistent pricing for all our clients. This ensures that everyone receives the same quality and service at a fair price."
Offer future promotions: "While we can't adjust the price now, we do occasionally offer promotions or special deals. Please stay in touch with us, and we'll notify you of any upcoming opportunities."
Redirect focus: "We understand that price is an important consideration, but we believe our services will deliver exceptional results that justify the investment. Let's focus on the specific benefits and outcomes you can expect from our services."

Ways to say you are better than your competition:

Highlight expertise: "Our team consists of highly experienced professionals with a deep understanding of the industry, which enables us to provide unparalleled service and results."
Showcase innovation: "We continuously invest in cutting-edge technology and stay updated on the latest trends, ensuring that we offer our clients the most advanced and effective solutions."
Emphasise customer service: "We pride ourselves on our exceptional customer service, which is always attentive, personalised, and responsive to your needs. Our clients consistently report high levels of satisfaction.”
Point out proven track record: "Our extensive portfolio and numerous client testimonials demonstrate our ability to deliver outstanding results that exceed expectations, setting us apart from the competition."
Stress customisation: "We understand that every client's needs are unique and tailor our services to meet those specific requirements. This bespoke approach allows us to achieve the best possible outcomes for each client."
Focus on value: "Our competitive pricing, combined with our high-quality services, ensures that our clients receive the best value for their investment. We work diligently to maximise your ROI."
Promote ongoing support: "We don't just deliver a one-time service; we're committed to providing ongoing support and guidance to help our clients succeed long-term. Our dedication to your success sets us apart from the competition."

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PS - You might also be interested in Selling Home Surveys in 7 Steps.