How to handle Price Objections

dealing with clients Sep 26, 2018

How to handle price objections from clients

 

What you say to a client when they say “oh, you seem expensive”?

So you submit a quote to a prospect then you either

 1. either hear nothing

or

2. they say “hey it seems a bit expensive”.

What do you say in that circumstance?

 

Well, again it generally comes down to the relationship and the pre-frame.

 

But what you can say is: “well when you say expensive, compared to what”?

 

That's a great way to respond.

 

Open up the conversation.

You know a deal is never a black-and-white, yes or no decision.

There are usually layers and there are potential reasons why they have to stick to a certain budget.

But if you don't open up the communication have the conversation and it's very difficult to actively find a way to find that a middle ground.

So ask them what it is they're looking to achieve?

Why is they think is expensive because generally what that means that...

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What to say when a client says "We've got a cheaper quote..."

dealing with clients Sep 25, 2018

How to respond when someone says: "Hey we have a cheaper quote, can you match it...?"

Today I want to talk about what you say if a client says "hey we've got another quote can you match it?"

You've probably been in the situation where a client's come back to your prospective client and said look we've got another quote and it's a bit cheaper and can you match it?

The question is what do you say in those circumstances and it very much depends on your relationship with the client.

What I tend to find is and not enough film makers and creators have a strong enough relationship with a client upfront. So when it comes to discussions around price, everyone drops their trousers and goes "yeah I'll match the price".

You've got to consider what do you want from the project.

If you're someone that offers a very unique service then why should you discount your prices?

If you're competing with someone who's going to deliver a lesser service why should you compete with them?

The...

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