𝗤𝘂𝗶𝗰𝗸 𝘁𝗶𝗽: If during conversations (whether in the DMs or in-person) you’re asked “what does it cost” prior to getting on a sales call, here are a few ways to handle it.
“𝐈𝐭 𝐝𝐞𝐩𝐞𝐧𝐝𝐬 𝐨𝐧 𝐲𝐨𝐮𝐫 𝐠𝐨𝐚𝐥.”
This is true and lets them know there isn’t a cookie-cutter approach to working with you! It also gives pricing context so you can sell in a premium price environment. Many times, people are looking at the price as the main thing to decide if they are interested because they have NOT understood the context of the value they’ll receive.
We haven’t guided them INTO their pain, to let them realize how valuable this experience will be.It’s your job to educate them and provide context so they can confidently make an intelligent and informed buying decision.
Another way to build on this, to qualify someone, is to ask them this question below.
𝐀𝐫𝐞 𝐲𝐨𝐮 𝐬𝐡𝐨𝐩𝐩𝐢𝐧𝐠 𝐛𝐚𝐬𝐞𝐝 𝐨𝐧 𝐩𝐫𝐢𝐜𝐞 𝐨𝐫 𝐯𝐚𝐥𝐮𝐞?
𝐈𝐟 𝐢𝐭’𝐬 𝐩𝐫𝐢𝐜𝐞, 𝐈 𝐜𝐚𝐧 𝐭𝐞𝐥𝐥 𝐲𝐨𝐮 𝐈’𝐦 𝐧𝐨𝐭 𝐭𝐡𝐞 𝐜𝐡𝐞𝐚𝐩𝐞𝐬𝐭, 𝐛𝐮𝐭 𝐈’𝐦 𝐭𝐡𝐞 𝐛𝐞𝐬𝐭 𝐚𝐭 𝐰𝐡𝐚𝐭 𝐈 𝐝𝐨.
𝐓𝐲𝐩𝐢𝐜𝐚𝐥𝐥𝐲, 𝐰𝐡𝐞𝐧 𝐜𝐥𝐢𝐞𝐧𝐭𝐬 𝐰𝐨𝐫𝐤 𝐰𝐢𝐭𝐡 𝐮𝐬, 𝐰𝐞 𝐬𝐚𝐯𝐞 𝐭𝐡𝐞𝐧 𝐗 𝐢𝐧 𝐭𝐚𝐱𝐞𝐬, 𝐡𝐞𝐥𝐩 𝐭𝐡𝐞𝐦 𝐜𝐮𝐭 𝐜𝐨𝐬𝐭𝐬 𝐛𝐲 𝐗, 𝐞𝐭𝐜. 𝐍𝐨𝐰, 𝐭𝐡𝐞𝐫𝐞 𝐚𝐫𝐞 𝐬𝐨𝐦𝐞 𝐜𝐡𝐞𝐚𝐩𝐞𝐫 𝐚𝐜𝐜𝐨𝐮𝐧𝐭𝐚𝐧𝐭𝐬 𝐨𝐮𝐭 𝐭𝐡𝐞𝐫𝐞 𝐰𝐡𝐨 𝐰𝐢𝐥𝐥 𝐠𝐥𝐚𝐝𝐥𝐲 𝐚𝐝𝐯𝐞𝐫𝐭𝐢𝐬𝐞 𝐚𝐧𝐝 𝐭𝐞𝐥𝐥 𝐲𝐨𝐮 𝐭𝐡𝐞𝐢𝐫 𝐩𝐫𝐢𝐜𝐞 𝐛𝐞𝐜𝐚𝐮𝐬𝐞 𝐭𝐡𝐞𝐢𝐫 𝐩𝐥𝐚𝐧𝐬 𝐚𝐫𝐞 𝐭𝐡𝐞 𝐬𝐚𝐦𝐞 𝐟𝐨𝐫 𝐚𝐥𝐥 𝐜𝐥𝐢𝐞𝐧𝐭𝐬. 𝐎𝐮𝐫 𝐩𝐥𝐚𝐧𝐬 𝐚𝐫𝐞𝐧’𝐭.
𝐖𝐞 𝐨𝐧𝐥𝐲 𝐰𝐨𝐫𝐤 𝐰𝐢𝐭𝐡 𝐩𝐞𝐨𝐩𝐥𝐞 𝐰𝐞 𝐤𝐧𝐨𝐰 𝐰𝐞 𝐜𝐚𝐧 𝐡𝐞𝐥𝐩, 𝐬𝐨 𝐈 𝐰𝐨𝐮𝐥𝐝 𝐟𝐢𝐫𝐬𝐭 𝐧𝐞𝐞𝐝 𝐭𝐨 𝐠𝐞𝐭 𝐨𝐧 𝐚 𝐜𝐚𝐥𝐥 𝐰𝐢𝐭𝐡 𝐲𝐨𝐮, 𝐞𝐱𝐩𝐥𝐨𝐫𝐞 𝐲𝐨𝐮𝐫 𝐠𝐨𝐚𝐥𝐬, 𝐚𝐧𝐝 𝐬𝐞𝐞 𝐢𝐟 𝐈 𝐜𝐨𝐮𝐥𝐝 𝐡𝐞𝐥𝐩. 𝐈𝐟 𝐈 𝐝𝐞𝐭𝐞𝐫𝐦𝐢𝐧𝐞 𝐈 𝐜𝐚𝐧 𝐡𝐞𝐥𝐩, 𝐈’𝐝 𝐛𝐞 𝐚𝐛𝐥𝐞 𝐭𝐨 𝐩𝐫𝐞𝐬𝐞𝐧𝐭 𝐚 𝐬𝐩𝐞𝐜𝐢𝐟𝐢𝐜 𝐩𝐥𝐚𝐧 𝐚𝐧𝐝 𝐩𝐫𝐢𝐜𝐞 𝐭𝐨 𝐲𝐨𝐮. 𝐒𝐨𝐮𝐧𝐝 𝐠𝐨𝐨𝐝?
Sometimes people have objections because they aren’t actually a good fit for our services. When that’s the case, it’s better we find them out earlier rather than later. Other times, an objection is something that needs to be addressed. This article gave you two ways you can do so. Try it and let me know how it goes.
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Frequently Asked Questions
How should I respond when a potential client asks for our pricing upfront?You can say, ‘It depends on your goals.’ This shows that your services are tailored and helps set the context for the value they will receive.
What if a client is only focused on price?Ask them if they are shopping based on price or value. If it’s price, let them know you may not be the cheapest, but you provide the best service.
How can I effectively communicate the value of our services?Educate potential clients about the specific benefits they will receive, such as saving on taxes or reducing costs, to help them understand the value.
What should I do if I suspect a prospect isn’t a good fit for our services?It’s better to identify this early. If you feel they aren’t a good match, gently guide the conversation to explore their needs and goals.
How can I ensure potential clients understand our pricing structure?Explain that your plans are customized based on individual client needs, and offer to discuss their specific situation on a call.
What steps can I take to overcome pricing objections during sales calls?Use the opportunity to educate the client about the value of your services and how they align with their goals, rather than just focusing on price.
