We have an entry fee of $375 a month that we charge all new clients. This is the base fee for professional services upon which all other services get added to. This fee tends to disqualify smaller businesses and startups from working with us. It is not as much a concern for bigger companies that have more money to spend.
Recently however, we were talking with a new client who said our entry fee was a deal-breaker for them. This potential new deal was going to be between $15 to $20,000 a month. They said they were already spending a lot of money with us didn’t feel should have to pay the professional service fee. Glen, our sales guy, brought this to Erik and Kevin’s attention. They all agreed it was not worth losing a potential big deal over $375 a month. The larger deal meant they would still be making a profit and they could afford to waive the fee if needed.
We don’t discount our services here at Array Digital, instead we like to add value. However, we are currently working on a process to decide when it’s okay to waive fees for a client. As much as we try to avoid it sometimes it’s necessary in order to win the deal. We want to make sure that Glen has this protocol available if he’s ever faced with a similar sales situation in the future, and not waste precious time waiting to get Erik and Kevin’s approval.
Do you have any type of extra fees that you’re willing to waive in order to make a sale? Most of us do. It’s a matter of knowing when it’s okay to make an exception.