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To establish a compelling communication strategy that addresses existing perceptions of cost and secures buy-in from both client contacts and higher executives, it's crucial to engage in open dialogue. Anticipate and raise potential objections regarding pricing during initial discussions, rather than waiting to address them in a proposal. By surfacing these concerns on the phone, you create a space to discuss the value of your services and why they justify higher rates. This proactive approach ensures that the client understands the benefits of choosing you over cheaper alternatives, making it less likely they'll consider another consultant.
