“How much does it cost?”
Be very careful answering this question. Remember there is price and there is cost. The price is what you charge. The cost is only what the return on the investment is when the value is established. If you show someonea return on their investment of say $50,000 and the price is $5,000, that’s a no brainer, right?
The way to combat that is to answer this:
“I understand that the investment is important to you. However, until I know what it is you are looking for- or whether we can even help you- I wouldn’t even know how to answer that. Our programs vary, but more importantly let’s determine if I can satisfy your needs. We may not even be able to, but without some additional information we’ll never know. Is that fair?”
Of course it is.