Have you ever had a conversation with someone about your services and they comment that they love what you do but they can’t afford you?
How do you respond?
Do you offer a discount? Apologize? Panic?
In order to turn that response or objection of “too expensive” into…
“your services are so precious that the value cannot be determined” (which is the actual definition of priceless), it is important that you understand why people want to hire you. And it’s almost never because you discount or lower your prices!
You already know how important it is to connect and engage with them.
Do you know why they really hire you?
They hire you because they know, like and trust you. They see you as an expert in your field. Sure, they might want a slideshow designed, but if they do not like you they are not going to hire you.
You also need to know why people purchase services. Overall, there are many reasons why people purchase goods and services but I like to narrow it down into four categories:
- Health – to improve (health)
- Relationships – to nourish (a relationship)
- Time – to save (time)
- Money – to make (money)
In our industry, I think most of us would agree that people are purchasing to save time or to nourish relationships. If you can identify which of these categories your potential client (lead) is in, then overcoming objections and identifying their pain points becomes a lot easier.
Finally, you need to have a consistent process in place for potential client/client communication. I had a potential client contact me about a week ago. After a short conversation she concluded I was too expensive. As part of my standard process I recapped our conversation via email and sent it to her offering her a list of suggested steps to help her be successful working on her own.
Just this past weekend she emailed me back, her exact words were…
“I’m trying to gather the photos, and it’s been quite a challenge to get them out of my parent’s home. I have been scanning some in, and it’s very overwhelming…I am going to need your help since this gift to my parents is priceless.”
Without selling or telling, but by being generous and authentic I had gained her trust. I listened and knew her timeline for when she needed the project completed by and shared steps to help her reach her goal. In the end however, she hired me to help her with the project.
It is important that a potential client connect the dots on their own to see the value in your services. If not, you might end up with a PIB instead of a VIP. As you build your business, you will also build your confidence and you will be able to have these conversations with ease.
Let me know in the comments below how you have turned too expensive into priceless.