Why Your Great Calls Aren't Turning into Clients AND the Simple Fix

Tell me if this sounds familiar...

You finish a first call with a potential new client thinking, “Wow, that went great!”

They listed everything they're struggling with: messy books, confusing invoices, overdue taxes.

You explain how you can fix it all. They’re nodding the whole way, totally on board.

You send over a customized and thoughtful quote…

And then they say: “Oof, that’s a bit more than I was expecting.” Or worse... nothing at all. (Rude.)

Here's the thing: Everyone has a limit. Even if they don't say it, they're carrying a number in their head.

If your quote is way higher than that number? They’ll often assume it's set in stone, and if it’s too high for them, they'll quietly move on instead of negotiating.

The best way we've learned to quote with confidence?

👉 Simply ask.

Try something like:

• “Do you have a number you were hoping to stay under?”

• “Is there a number you had in mind for everything we discussed?”

This opens the door to an honest conversation before you spend time building a proposal that misses the mark.

If the number they give is lower than expected, you still have options:

🔸 Clarify what matters most: “Let’s nail down what you need vs. what's nice to have. Sounds like cleaning up last year’s books for taxes is a must, and custom reporting would be great but optional right now.”

🔸 Simplify the scope: “To stay within budget, we could do quarterly reporting instead of monthly.”

🔸 Offer a phased plan: “We can spread the cleanup over six months to better fit your monthly budget.”

🔸 Support DIY elements: “I'll show you how to prep and send invoices onsite, and I'll reconcile your receivables, this keeps us within your budget.”

The best part? You can still quote their “blue sky” dream package... everything they asked for, and show how it could support them as they grow.

It’s not about shrinking your offer; it’s about showing a clear path forward:

🧠 “Here’s what full support could look like when you’re ready, and here's what we can start with today based on where you're at.”

This helps them see the bigger picture and understand how your services can scale with their business.

It’s not a yes or no, it's now or later.

You don’t (and shouldn’t) have to discount your work. But you can design your offer differently once you understand your client’s situation.

When you're clear, confident, and collaborative, quoting stops feeling like guessing and starts feeling like a partnership. 🙌

Quoting can feel hard like, whyyy? If you want more help making it feel less stressful and more natural, check out our Fully Booked course here!