Pricing. It is one of the most challenging parts of being a small business owner. What is the right balance between charging for the value you provide and leaving money on the table?

Alan Weiss, has a terrific book out called Value-Based Fees in which he talks about asking enough questions of your prospect BEFORE offering a proposal so that you truly understand:

1. What is the benefit to the company FINANCIALLY of the service you will provide
2. What will happen in the company if they DON'T have someone to provide your services

You ask questions, you research your competition, you gain a true understanding of the benefits and value and yet still you can hear: You Are Too Expensive.

What to do? In the February edition of Inc. Magazine, four entrepreneurs offered their take on successful sales presentations and each answered this question. Click here for their answer.

How do you answer the question?