When I ask a company for their rates, I don’t like evasive answers, and I don’t like simplified answers. I want a breakdown that gives me three to five types of answers. More than that would be a headache, and less than that would be oversimplified. Let’s say I’m looking for a .Net programmer. Here are some sample conversations.
(1) Thorough
ME: Hi, I’m in the market for a .Net programmer. What are your rates?
REP: We charge $20 for junior programmers, $22 with 3-5 years experience, and $25 if they have six or more years.
(2) Oversimplified
ME: Hi, I’m in the market for a .Net programmer. What are your rates?
REP: $20 per hour
(3) Evasive (Headache)
ME: Hi, I’m in the market for a .Net programmer. What are your rates?
REP: It depends. What type of programmer are you looking for, how long is the project, what is the nature of the project?
(4) Too Much Information
ME: Hi, I’m in the market for a .Net programmer. What are your rates?
REP: We charge $20 for junior programmers, but give 10% off if you book more then 100 hours, and then $22 for those with 3-5 years experience and we sometimes have a project manager available who has 12 years experience, but he is not always available and we can only guarantee rates if you sign a contract. We are also having a special this month where we will do a sample job for $18 per hour and if it is to your satisfaction, you have the right to continue with a new contract for the next month and that would have an option for six months, etc., etc., non-stop talking.
ME: STOPPPPPPPP….. You talk non-stop when you don’t even know what I want.
(5) Sensible Dialogue
ME: Hi, I’m in the market for a .Net programmer. What are your rates?
REP: What level of experience and expertise would you like?
ME: I’d like someone with 6 years experience.
REP: Well, we have someone with 8 years of experience who can work for $24.50 per hour US dollars.
(6) Paranoid Dialogue
ME: Hi, I’m in the market for a .Net programmer. What are your rates?
REP: Oh… well. Umm…. I hope this is not too much. (pause) We charge $18.50 per hour. Oh no, you won’t like that price because it’s too much. But, I assure you that our programmer is very good, and I personally watch over him.
ME: The price is not bad. I care more about the quality of the service than the price.
As you can see, there are many ways that sales reps interact with clients. If you were a client, which rep would you prefer? I prefer #1 and #5 because they give me the pertinent information without any grief. Try to think from the perspective of clients, and you’ll win over more of them!