Your fear of presenting your fees can stop you from getting the business you want. How do you avoid your fear from stopping you?
After a few moments of silence, Donna thought, “Does the prospect think my fees are too high?” Feeling uncertain with the fees she had presented, Donna quickly said, “You may think my fees are too high. I’ll draw up some less expensive plans for you to look at.” As soon as the words fell out of her mouth, she realized the impact of her actions. Donna’s uncertainty about the fees had gotten in the way of closing the sale. She now created more work for herself to do and lost the opportunity to close the sale in that moment.
Asked money qualifying questions either before the meeting or early in the meeting. Serious prospects don’t mind hearing money questions. They expect to be asked these questions. Unqualified prospects run when they hear these questions because they’re not serious about buying. Here’s an example: “So I know we’re in the same ball park, approximately how much were you looking to spend?”
Make a list of the benefits your product provides for your clients. A benefit is a result or solution the client receives from using your product. As you create your list, you’ll begin to get clear on all the ways your clients benefit from using your product. Present the benefits your product provides during your meeting. Here’s an example: “By adding window treatments to your home, the value of your home increases.”
Make a list of the benefits your clients get from working with you. Of course, the benefits of the product are important, but so are you. In fact, most sales are based on the relationship you’ve developed with the client. Present the benefit your clients get from working with you during the meeting. Here’s an example: “All clients I work with receive personalized service from the start of the job, to the end of the job.”
Write the results clients have received from working with you. Think in terms of measurable results clients have achieved. This will instill more confidence as you become clear on the value you bring to your clients. Share with the prospect the results clients have received from working with you. Here’s an example: “My client had no idea where to start with decorating her home. After working with me, she selected a window treatment that suits her living style and a fabric within her budget.”
Communicate the value of your product. Practice saying aloud what the value of your product is and how it helps your clients. Hear yourself speaking with confidence, clarity, and from the heart as you communicate the value of your product. When you clearly understand the value of your product and can communicate it with ease, the fear of presenting your fees disappears.
Make a list of 4 money qualifying questions, 4 benefits your product provides, 4 benefits your clients get from working with you, and 4 results clients have received from working with you.
Read over the lists so you can confidently state the questions, benefits and results the next time you’re meeting with a prospect.
Role play with a buddy steps 1-5. The more you practice, the more comfortable you’ll be next time you present your fees to the prospect.
On a sheet of paper, create 3 different packages ranging in price from low (basic program), to medium (super program), to high (deluxe program).
Are You Getting What You're Worth?
In the competitive world of entrepreneurship, pricing your services appropriately is crucial to both your success and self-worth. Many entrepreneurs struggle with the question of how much to charge, often fearing that high fees will drive potential clients away. This article delves into the psychological barriers that may prevent you from earning what you deserve and provides actionable steps to overcome them. With the right mindset and strategies, you can align your pricing with the value you provide.
Proven Tactics to Boost Your Sales Immediately
In today's competitive market, businesses must constantly innovate and refine their sales strategies to thrive. While some companies may retreat during economic downturns, proactive entrepreneurs seize the opportunity to attract new clients and increase revenue. By implementing effective sales and marketing techniques, businesses can not only survive but also prosper, regardless of external circumstances. Here are six powerful strategies to enhance your sales efforts and outshine the competition.
Navigating Economic Uncertainty: Strategies for Business Growth
In the face of economic uncertainty, consumer behavior often becomes a focal point for analysis. Despite concerns about the economy, spending patterns can remain surprisingly robust. Observations at local Starbucks locations reveal customers indulging in premium coffee, while grocery stores see carts brimming with goods. Similarly, bustling malls and packed parking lots indicate a continued appetite for retail therapy, with tech products like iPods at Apple Stores drawing particular interest.
