johntabita - 10:58 pm on Oct 5, 2005 (gmt 0)

There are actually a couple of approaches you can use. One is to take the consultative approach and attempt to engage them in a meaningful conversation about their goals, objectives and so forth. People who are purely commodity buyers may view this approach as an attempt to get them to pay a higher fee, because these types of buyers see no value in the sales process. Cost is their primary buying determination.

Oftentimes, even if you do spend 20 minutes or so going through the consultative process with them, the bottom line ends up that you're still too expensive. Another approach is to "dis-qualify" them first. You can do this by having a minimum project cost and tell them that nothing goes out the door for less than x. If that blows them out of the water, at least you haven't wasted time preparing a ballpark quote for the same end results. If your minimum price hasn't dis-qualified them as a prospect (meaning, that the price is within their budget), then move into the consultative process with them.