The fix for "it depends"

Happy 4th to my readers in the USA :) I hope your day includes sparklers, a fizzy drink, and no hard work.

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This week, I've been talking about the cost of answering with "it depends."

Catch up here.

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Let’s say your prospect asks: “How much will this actually save me?”

You could say, “Well… it depends.” But you already know how that lands: foggy, uncertain, doubting.

So what do you say instead?

Try this:

“Clients in your situation typically save between $3K–$6K. Most of that comes from X and Y, and a bit from Z.”

Now you’re giving them:
✓ A baseline
✓ A range
✓ Some clarity

A baseline, a range, and your clarity around what’s possible help your buyer make a decision instead of hesitating.

That’s what makes “no” feel like the wrong answer when the price is right.

Not because you twisted their arm or tried to convince them or used emotion, but because the value is finally visible.

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Want to get better at showing value in a way your clients can see and say yes to?
Join Peak Freedom: it’s where accountants learn to price clearly, communicate confidently, and make "no" feel like the wrong answer—without overexplaining, overworking, or overpromising.
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