Why selling on price RARELY works… and what DOES work
Here is your biggest advantage as a digital marketer…
Your service has a CLEARLY definable value…
Your clients have products and services that cost money…
And you can help them sell more of those products and services…
And this is what you need to start focusing on in the sales conversation.
NOT the price… The Value.
The reason you’re not closing is because you’re hung up on how much your service costs and THAT’S the focus of your conversation.
Instead of the VALUE of your services.
Imagine for a second you’re speaking with a prospect…
You’ve built authority and got them on a call (hit me up if you don’t know how to do this)…
You take them through how your strategies work, pitch your done for you service ($2,500 p/month) and they object on price…
But then you probe a little further…
MARKETER: How much revenue are you doing a month?
PROSPECT: $10k a month
MARKETER: How much do you want to add to that?
PROSPECT: I want to double it
MARKETER: I’m confident we can do that with our strategies.
(Prospect unconsciously sets value of your service to $10k a month)
MARKETER: If I could help you add another $10,000+ per month to your revenue and I only charged $2,500, would that be fair?
This example shows you how you can shift focus away from PRICE and back to VALUE…
You want to really take your time with this process…
In fact, I teach my clients and students to dedicate the first 10-15 minutes of a sales call to establishing value…
I’ve done entire videos on it (hit me up if you want those)…
The questions below are extremely effective in establishing and locking in value…
What do you want your business to look like in 12-months?
Revenue, number of clients, team members… Discuss anything and everything they want to to paint a clear picture of WHY they need to work with a quality digital marketer like yourself.
What would that really mean for you?
Some people are more emotional thinkers rather than logical. Regardless, any business owner will have an answer for this. Dive into the motivations for this prospect and WHY they need to grow.
How badly do you want this to happen?
Once the value is established and you’re confident you can help them, there’s really nothing else to say… They SHOULD work with you. This question will drive that point home.
