One of our clients recently built a new, larger building. When discussing the cleaning services, they asked if we provided building maintenance services like minor repairs, changing filters, and coordinating sub-contractors -- things cleaning companies normally don't handle. We've done some building maintenance for other customers, but not extensively. We were up to the challenge and decided to bid on this service as well.
After turning in the bid we scheduled a walk-through with the sub-contractors for plumbing and electrical. Shortly before the walk-through my client said he was ready to sign the contract for the cleaning but wanted to discuss the building maintenance proposal because he thought the price was high. I said sure, we can discuss it after our meeting with the sub-contractors.
About half-way the walk-through, our client seemed to be overwhelmed with all the maintenance involved with the new building. He turned to me and said, "I'm ready to sign that building maintenance proposal now...your price doesn't seem so high after all!"
Have you ever had a customer that said you were priced too high? Perhaps you didn't demonstrate the value of your service. Walking through the facility and explaining just what they're getting for their money can go a long way towards gaining the confidence of your customer. If their perception of the value they're paying matches the service they're getting, then they're more than happy to pay your price!