Someone books a ‘consult call’ on your calendar.
You follow your ‘script’ and ask about their current situation, their goals, their budget.
The vibe is good, it feels like a great fit.
But when you get to the part where you tell them your prices, the clouds begin to gather:
“I’ll have to think about it”
“I just need to speak to my partner”
“I’ll get back to you tomorrow”
What went wrong?
I’m sure you said those sentences to people yourself. What did you really mean that you couldn’t bring yourself to say?
“Whoa, waaay out of budget”
“Does this guy take me for a sucker? This is a ripoff”
“I have no clue what he’s talking about, how can I get out of this?”
“Nah, this won’t work for me”
We don’t say these things, because we are afraid of confrontation. And as a service provider, it’s not like you can call them out on it. Actually, if you are at this point, it is too late to do anything about it. But you can save your next deal if you act now.
First, you need to understand what is really happening.
Objections always come down to 3 things.
- Trust – They don’t trust you, or they don’t trust that you’ll deliver.
- Authority – They don’t think you’re as good as you say you are.
- Fear – It won’t work, it won’t work FOR THEM, and they are scared they’ll make a bad decision.
Or they might just not like you, which is fair enough – but that’s the least likely.
Now that we know this, what can we do to prevent pricing objections?
Build TRUST & AUTHORITY before the call. Position yourself as someone they should be grateful to speak with, not the other way round.
FB ads are a phenomenal way to do this. For not a lot of money you can get right in front of your prospects, sharing value over time, answering questions they have, and showing that you’re a real person. This way, once they decide to contact you, they are basically already sold on the idea of you as the expert.