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In addressing how to communicate effectively to secure buy-in from clients and higher rates, it's essential to engage in a direct conversation before submitting a proposal. The key strategy is to identify and raise any potential objections regarding pricing upfront during a phone call. Discussing concerns about costs openly allows you to address these issues and alleviate worries about competing on price. Bringing these objections to light ensures they are handled properly, as attempting to address them solely in a proposal is ineffective. This approach promotes transparency and helps your client see the value in your services, maximizing the chance of approval from both their VP and CEO.