They call you on the phone, they make an appointment, you attend and treat the best of your client, they teach you what they are looking for, they inform you of their needs, your mind is working a thousand times an hour, devising the best solution so that you are very satisfied. You get home and start working on the project you present in a few days, prepare the budget and schedule the next visit to show you all your work so magnificent because you know what ideas you thought best to solve your need.
Go back to the appointment with the person in question, show the whole project you thought, it looks wonderful 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 client’s face in disgust, a bit confused really and you start to wobble because you know that you will soon hear that famous phrase of: “It is very expensive”.
Does this scene make you familiar? If you answer yes, do not hurry, there will always be people who are experts in sales, who luckily can teach us to deal with that phrase that we have all received once, when we work independently.
Today I have given myself the task of looking for some answers that you can use, when the time comes to face this famous phrase. Write them on your calendar, phone, glider, or where you can always have it at hand. So you do not have the doubt, that you could have answered to close your sale.
5 WAYS TO FACE THE PHRASE: “IT IS VERY Expensive.”
First of all, you must remember that cheap and expensive terms are quite treacherous. The price is valued by customers, based on their perception. Depending on the value provided by the product or service received, each of them will have an imaginary table in their mind of what a great price is, unlike what will seem very expensive.
If a client tells you that what it offers is very expensive, you should check if you are giving the right value to the work you are doing for him / her. The worst thing you can do is lower the price at once, because you will be falling into the trap.
What should you answer to your client when he tells you that “it is very expensive”?
1. Look at him/her in the eyes and make sure you are serious. Before answering, you have to learn to see people´s eyes, and check if they are really thinking that is expensive or if they do it to negotiate. Business people who are already accustomed to haggling at all times, ask these kinds of questions to see what benefits they can get. At first it will cost you to determine if they are lying or joking, but in order not to fall for riddles, investigate your future client’s situation well before meeting him / her. It is clear that if you are a sales person, you have business, you may be asked the question at any time during the meeting.
2. Ask: Compared to what? Ask kindly, remember not to lose patience and education. Some clients will have already given themselves the task of looking for other professionals who offer the same as you, and they might have that parameter in their heads. You must have well defined, the value you have to offer, a difference from your competition, because this moment will be the right time to talk about it. You may only sell cakes, but they may be cakes that can be refrigerated for up to 24 hours, for example.
3. Ask him/her, what is his/her budget? We know that when we see something expensive, it is perhaps because we do not have enough to pay for it. If you are very interested in this client and the work you are looking for, you can ask him what his budget is and if he/she want you to adapt to it. We may not have the same details you raised at the beginning, but we could have something at a lower price. EYE, does not apply to everyone, concern about the turn of your profession or business, because you are talking about making a dress at a lower price, maybe you put into play the quality of your work.
4. Answer with client examples. Practice this technique many times so that at the moment it comes naturally and spontaneously. You can respond by saying: “I understand what you think because many of my clients think the same until they saw the work and realized the great savings they got.” And start an enumeration of the benefits that your clients obtained with the work you have done for them, you will surely close more sales.
5. Question about the situation. You can also ask him/ her about what he/she is doubting or thinking twice about not buying you. Perhaps you may be afraid of not recovering your investment or the doubt that it really serves what you are recovering. It is certain that you have the best answer to your doubt, fear or uncertainty. Do not stay with the doubt of what could have been, ask him.
Extra. If after using these answers, the client keeps answering the same, do not be discouraged and better draw away. Thank him/her for his/her borrowed time and look for another client. A customer who always wants cheap things, you should not have it on your list. All the time he/her will be looking for discounts and will not pay you what your work is worth.
The value you give to your products or services offered depends on you. Pay attention to the form of your value proposition so that when you face these types of situations, you have the best answers up your sleeve.