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Pushing you to cut down your price
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Your prospect is considering someone else and is pushing you to cut down your price. It has NOTHING to do with price. It's not a price problem. It's a perception of what they get. They feel your price is too much for what you're giving. So they pressure you down. Wouldn't you do the same? Here's the kicker. You can stand firmly and kindly. Meet them where they are. Understand what's really going on. And think of what could make sense to get them a better deal. Sometimes it's a kind of warranty. Sometimes it's your promise of doing better —and ACTUALLY doing it. Sometimes it's just giving them reassurances. But in the vast majority of times it's not a price problem. |
Rod Aparicio
Get one tip, question, or belief-challenge that just might change the way you market, to help your customers buy. A *daily* email for b2b founders on improving your business —without the bullshit.
Just seen today at a trade show: "Intelligent Solutions" Does this mean the competitors are either dumb and/or problematic?
From yesterday's message, lots of readers replied with "I'd choose to sell less units for more $". That's awesome. :) However, you'd be surprised with how many business owners go with "More (units) for less (price)". They're not wrong. It makes sense from an intuitive POV —and from what we have always been taught (from uni to bros): "It's all about growth. It's all about reach." The missing detail: to get that kind of reach, you need bigger pockets. And more time. So, if you're not one of the...
If you want to improve your sales, would you go for selling more units*, selling more units for a lower price each, or selling the same units for more? selling less units for more? *Unit: any offering you quantify. ie. A consultancy, a workshop, a product, a service, a productized service…