The,simplest,way,get,over,the, marketing The simplest way to get over the fear of discussing your fee
Awhile ago, I got an email from one of the "gurus" I follow and it shocked me. The gist of it was this person wanted to trade services for a household item.To say it floored me would be an understatement.What was worse was a few days later t Automation technologies represent a fundamental aspect of any modern industry. The major types of industrial automation solutions, such as DCS, PLC, SCADA, and MES, are used on a large-scale in process and discrete industries.DCS technologie
Many clientscome to me to for help with their fears about discussing money. They may feel comfortable talking about whatthey do with prospects or how they would be served by working together. Butwhen it comes time to actually say their fees, it becomes this big stumblingblock. Sometimes people fear their fees are too high or that no one will wantto pay what theyre asking. But this isnot the right way to think about what you are doing. Let me share a much better way of looking atthe fee discussion. You are notasking for money.The truth is, you are not asking for money in the closing the saleconversation. This is a big distinction I want to make. You are letting peopleknow which programs you have available and what solutions to their problems youoffer. So internally you think you are asking for money and worry that theprospect might not say yes. But you are simply presenting options to helpthem. The clientis in control.When a client chooses a program, they are in control right? In fact, you areboth in control because you have created the options, laid out them out andarent going to veer away from them. But clients are in charge of making thechoice, so you dont have to worry about that at all. Its up to them.The secretfor filling my practice.I want to tell you my secret which I have used over the years to fill mypractice. In the beginning, I picked a price point that I thought was fair fair for clients and fair for me. I could only accept so many clients, and whenI got close to filling my practice. I would bump up my rates. As my practicecontinued, I would sometimes raise my new client rate every three to fourmonths. I did this because the demand to work with me was there. The nextpiece of this secret can be very motivating for prospects. When my practice was nearly full, I wouldsay, You know I only have one spot left because I can only take this manyclients. My rate is ___. This positioning creates a bit of scarcity which istrue you only have so many slots that can be filled. If the person wants towork with you, they better jump on it. Presentingsolutions.You are simply helping people to make a decision if working with you feels likethe right thing for them. When you look at the closing the sale conversationthis way, you are not at all asking for money. You are presenting the programsyou offer with solutions to clients problems. And prospects are in controlfrom there to decide if working with you is the right thing. Your ClientAttraction Assignment:If talking about your program pricing is a stumbling block for you, I recommendpracticing the closing the sale conversation on your own. Go over all thepieces and actually rehearse the presentation, saying it out loud to yourself.Going through the motions and saying everything out loud will help you get morecomfortable when its time to really share your programs with a prospect.
The,simplest,way,get,over,the,