They call you by phone, make an appointment, you attend and try the best to your client, they teach you what they are looking for, they inform you of their needs, your mind is working at a thousand per hour devising the best solution so that they are very satisfied. You arrive home and start working on the project or design that you will present to him in a few days, you prepare the budget and schedules the next visit to show all your magnificent work because you know that you have come up with what can best solve his need.
You go back to the appointment with the person in question, you show the whole project that you came up with, they are amazed, and everything seems to be going so well.
When it comes to showing the budgets or prices of your service, you start to see your customer's face in disgust, a little really confused and you start to stagger because you know that soon you will hear that famous phrase of: "It's too expensive."
Does this scene look familiar to you?
First, you must remember that the terms cheap and expensive are quite subjective. The price is valued by customers, based on their perception. Depending on the value of the product or service received, each of them will have a mental image of what a bargain is as opposed to what will seem very expensive.
If a client tells you that what they offer is very expensive, you should verify if they are giving the correct value to the work that you are doing for him / her. The worst thing you can do is drop the price suddenly, because you will be falling into the trap.
5 WAYS TO DEAL WITH THE SENTENCE: "IT'S VERY EXPENSIVE."
1. Make sure he/she is serious. It is important to understand if the customer really has a perception that the product is expensive or is simply trying to negotiate a lower price. Business-people who are always already used to haggling, ask these types of questions to see what extra benefits they can get.
2. Ask: Compared to what? Ask politely, remember not to lose your patience and not to lose your manners. Some customers have already taken to the task of looking for other professionals who offer the same thing as you, and they may have that parameter in their head. You must have well defined, the added value that differentiates you from your competition, because this moment will be the right one to talk about it.
3. Ask: What is her/his budget? From the outset, we know that when we see something expensive, it is perhaps because we don't have enough to pay for it. If you are very interested in this client and the work you are going to do, you can ask her what her budget is and if you want you to adapt to it. It may not have the same details that you proposed at the beginning, but you can do something at a lower price. BEWARE!, it does not apply to everyone, depending on the line of your profession or business, because if you are talking about making a dress at a lower price, you may put the quality of your work at stake.
4. Answer with customer examples. Practice this technique many times so that in the moment it comes out natural and spontaneous. You can respond by saying: "I understand what you think because many of my clients thought the same until they saw the work and realized the great savings they were getting." And start listing the benefits that your clients obtain with the work you have done for them, surely you close more sales.
5. Ask about the situation. You can also ask her/him what is causing him to hesitate. Perhaps you may be afraid of not getting your investment back or doubt the functionality of what you are offering. It is certain that you have the best answer to their doubt, fear or uncertainty. Do not be left with the doubt of what could have been, ask him.
BONUS: If after using these responses, the client continues to answer the same thing, don't be discouraged and better turn around. Be thankful on her/his time and look for another customer. A client who always wants cheap things, you should not have him on your list. All the time she/he will be looking for discounts and won’t pay you what your work is worth.
The value that you give to your offered products or services depends on you. Pay attention to your value proposition so that when you face these types of situations, you have the best
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