Clients often ask professionals to help them make or save money. Accountants may help them reduce their taxes. An engineer may help them reduce the cost of their products or add something to a product that allows them to charge more for it. A consultant may help them enter a new market or reduce the costs of their supply chain. Architects design spaces that attract more customers or allow their clients to use space more efficiently. Lawyers may help a client gain regulatory approval for an acquisition, allowing it to make money. Or they may help them avoid a stiff fine.
When a client tells you that there is money at stake, first determine how much is at stake.
How much money are we talking about here?
What would that be worth?
At a minimum, how much is at stake? And at a maximum?
That’s a lot of money. Are there any additional costs we haven’t considered? For example, would the news that you have been fined cause some customers to bolt? If so, what kind of a hit might you take and where would that money have to come from?
Then ask them a question that will let them mentally spend the sum identified.
What would you do with that extra $10,000,000, if you had it?
What difference would it make if you had an additional $20,000,000 drop to the bottom line?
Could you use that money to reduce your debt?
The mental spending will help the client appreciate the value of your services. That will make her more willing to accept your fee and make her less likely to buy on price.