How to respond when a potential client says you are too expensive

How to respond when a potential client says you are too expensive

Sales is the most important part of any business. Without sales, you have no client, which means you have no business. Even though it is a vital part of your business, for most it is their least favorite part. There is a constant fear of rejection, feeling like you are being pushy or too “salesy”. The reality is to have a thriving business you need to be good at sales.

I really enjoy speaking about sales with other business owners and the biggest question I hear is: what do you say when a prospective client says your services are too expensive?

First of all, the price is hardly ever the real issue. In some cases, a person will simply not be able to afford what you offer, but it is more likely one of the two following reasons:

  • They are not seeing the value in your offer
  • They think you are the same as a cheaper option they have found elsewhere

So, how to respond to these objections?

Focus on Your Value & Expertise

During the sales process avoid focusing on price. This is your chance to demonstrate why what you offer is the answer to their pain point. If after you have presented all this the answer is you are too expensive as some follow-up questions about what they would pay to solve their stated problem? Whether they buy from you or not, the follow-up conversation will tell you if you explained the value of your offer well, or if they are price shopping.

Offer Less (If You Want)

Another option is to reduce the services you are offering to reduce the price. I never recommend discounting your prices and offering the same level of service, but you could reduce your offer to bring down the price. Only do this for clients you really want to work with and who might move into your full price offering later.

Move On

Finally, you can simply move on. Some prospects are truly price shoppers and no matter how much good your product or service could do in their life or their business they will never be a client. This is OK! It is better to get a clear no and free your time for other clients who will see value in you and what you offer.

My method is to spend the most time in the sales process educating and qualifying why you are the best choice based on your offering, not your price. You want your potential clients to decide based on what is the best product or service for their need, not based on price comparison. Rushing to the close of a sale does not allow your potential client time to realize you are the best decision because of your offering and expertise, not because you are the cheapest price.

about

Danielle LaFleur

Danielle is a serial entrepreneur and has been creating and running businesses for over 20 years. She currently operates Easy As Pie Design, a website design firm and Build Your Mastermind, a business consulting agency.

Danielle has been featured in over 30 publications, worked with National Geographic in over 50+ countries, and has created a process for extracting an ROI from an ROE in training and development which is currently being used in over 100+ corporations.

Danielle encourages all of those that work with her to deep dive into their values, maximize those natural talents and skills, and create the life they have always dreamed of. She is a full believer that when you align yourself with who you are meant to be, there is an opportunity around every corner.

Join Our Community of Amazing Women

Be the first to know about upcoming events, new shows and stories!

Creating a Visibility Strategy for Your Business

Creating a Visibility Strategy for Your Business

Business owners at all levels are usually looking for more visibility. You may be just starting out and need all the visibility, or you are looking to launch a new service and need more visibility around your new idea. No matter what level of business you are at, having a good visibility strategy will help reach your goals.

Local activities should be the first place you start. Often, local markets are overlooked because there is an idea that online is more effective and far-reaching. In reality, your local market may be your best audience. You are more likely to meet people in person and increase the know, like and trust factor which increases the speed of the sales cycle. Some local visibility activities you could implement are:

Speaking

Speaking at local events such as networking groups, local conferences and classes can get you in front of your ideal client and allows you to meet potential clients face to face.

Sponsorships

Finding a place to add your business as a sponsor can be a great place to gain visibility. You want to make sure you are sponsoring something that aligns with your business and will get your name in front of your target market.

Networking

Good old-fashioned networking might not sound glamorous, but it is still effective and necessary to grow your visibility. Find groups that you think your target market will be attending and get involved.

Online Visibility is step two in your strategy. In addition to having an online presence via social media, your website and blog there are many opportunities to not only be seen online, but be viewed as an expert in your field.

Podcast Guest

Being a guest on a podcast is a great way to get in front of a group of your target client if you are on the right podcast. Research podcasts that you think your ideal client would be listening to and listen to a few episodes. If it is a good fit, then find out how the podcaster finds their guests and follow the process.

Online Summits

An online summit is similar to a conference, but all online. So, you can be a speaker but avoid travel costs. There are online summits all over the internet, so you want to do some research to find the right one for your market.

No matter what stage of business you are at a good visibility plan is key to moving you toward your goals and increasing your pool of potential clients who would love to work with you.

about

Danielle LaFleur

Danielle is a serial entrepreneur and has been creating and running businesses for over 20 years. She currently operates Easy As Pie Design, a website design firm and Build Your Mastermind, a business consulting agency.

Danielle has been featured in over 30 publications, worked with National Geographic in over 50+ countries, and has created a process for extracting an ROI from an ROE in training and development which is currently being used in over 100+ corporations.

Danielle encourages all of those that work with her to deep dive into their values, maximize those natural talents and skills, and create the life they have always dreamed of. She is a full believer that when you align yourself with who you are meant to be, there is an opportunity around every corner.

Join Our Community of Amazing Women

Be the first to know about upcoming events, new shows and stories!

How to set S.M.A.R.T Goals

How to set S.M.A.R.T Goals

Goal setting in business is the most important thing we do as entrepreneurs. As the CEO’s of our companies, we are the visionaries and our plans direct the course of the business. Whether you are a solo entrepreneur or you lead a team, your goals and plans should be clear and measurable so that they offer a clear direction for you and your team.

A tried and true way to set the right kind of goals is to make sure they are S.M.A.R.T. Let’s break down what that means.

Specific-What exactly do you want to achieve?
Measurable-How will you measure your progress?
Attainable-Can you actually reach this goal?
Relevant-Is this goal actually important to you? What is the objective behind this goal?
Timely-What is the deadline to reach this goal?

Examples of S.M.A.R.T Goals

When you are creating a SMART goal, start with your broad goal and then work through each element. Then, you can condense it all into a SMART statement.
Broad Goal: I Want to Grow My Business

  • Specific: I will acquire three new clients for my consulting business.
  • Measurable: I will measure my progress by how many new clients I bring on while maintaining my current client base.
  • Attainable: I will ask current clients for referrals, launch a social media marketing campaign and network with local businesses.
  • Relevant: Adding additional clients to my business will allow me to grow my business and increase my revenue.
  • Time-Based: I will have three new clients within two months.

 

SMART Goal

I will acquire three new clients for my consulting business within two months by asking for referrals, launching a social media marketing campaign, and networking with local businesses. This will allow me to grow my business and increase my revenue.

By following this goal-setting method, your goals are clearly defined, tasks are created and results are measurable. This allows you to to be clear with yourself and your team about tasks and expectations

about

Danielle LaFleur

Danielle is a serial entrepreneur and has been creating and running businesses for over 20 years. She currently operates Easy As Pie Design, a website design firm and Build Your Mastermind, a business consulting agency.

Danielle has been featured in over 30 publications, worked with National Geographic in over 50+ countries, and has created a process for extracting an ROI from an ROE in training and development which is currently being used in over 100+ corporations.

Danielle encourages all of those that work with her to deep dive into their values, maximize those natural talents and skills, and create the life they have always dreamed of. She is a full believer that when you align yourself with who you are meant to be, there is an opportunity around every corner.

Join Our Community of Amazing Women

Be the first to know about upcoming events, new shows and stories!

The Power of 90 Day Goal Setting

The Power of 90 Day Goal Setting

We are currently at the start of 2019, so people are working on goals and resolutions for the year. It is fun and exciting to make big goals that you imaging achieving by the end of the year, but unfortunately, it is also really hard to reach those big goals over the course of the year. A more effective way to goal-set is in 90-day increments. It is a proven way to reach goals more consistently and more quickly.

Shorter Time Frames Are More Effective

When you set goals to be achieved in 90 days you are forcing yourself into a shorter time frame to meet your goal. When you set a goal in January to complete in 12 months it feels like you have all the time in the world and you procrastinate. With a 90-day deadline, you have to work on it every day to make it happen. If you are truly trying to reach a goal in 90 days, you will never have time to procrastinate because the deadline is right around the corner.

Faster Feedback Loop

Sometimes when we are working toward a goal we realize that something we are doing is not working. We often do not look at the process until we have not met our goal, so with long time frames, we waste a lot of time doing things that do not work. With a 90-day goal you get feedback really quickly, so you can adjust reach your goal more quickly.

Forces You to Work Everyday

Whether you have big goals or small ones, by putting them into a 90-day time frame you will be more likely to make quick progress because you have to act every day to meet the deadline. If you are like me it is exciting to meet a goal, and when the deadline is looming my motivation kicks into overdrive. With 90-day goal setting the deadline is always ever present, so you get that kick of motivation daily.

One of my favorite tools for 90-day planning is the 90X planner, you can find on Amazon. No matter what you goal, using 90-day goal setting is perfect for fast feedback, motivation and quick results.

about

Danielle LaFleur

Danielle is a serial entrepreneur and has been creating and running businesses for over 20 years. She currently operates Easy As Pie Design, a website design firm and Build Your Mastermind, a business consulting agency.

Danielle has been featured in over 30 publications, worked with National Geographic in over 50+ countries, and has created a process for extracting an ROI from an ROE in training and development which is currently being used in over 100+ corporations.

Danielle encourages all of those that work with her to deep dive into their values, maximize those natural talents and skills, and create the life they have always dreamed of. She is a full believer that when you align yourself with who you are meant to be, there is an opportunity around every corner.

Join Our Community of Amazing Women

Be the first to know about upcoming events, new shows and stories!

How the Pomodoro Method Can Increase Productivity

How the Pomodoro Method Can Increase Productivity

If you are like me you are always looking for ways to be more productive. When I started using the Pomodoro technique I immediately saw an increase in my productivity. If you have not heard of the Pomodoro technique it is worth learning about how it can change your business.

What is the Pomodoro Technique?

The Pomodoro Technique is a time management method developed by Francesco Cirillo in the late 1980s. Cirillo named it the Pomodoro Technique after a tomato-shaped timer he used in college to keep himself on track as he studied.

The technique uses a timer to break down work into intervals, traditionally 25 minutes in length, separated by short breaks. The way it works is you choose a task, set your timer and work on that task and ONLY that task for the duration. Afterward, you take a short break of five minutes and start a new interval. You can do longer periods, but the ideal time has been shown to be 25 minutes. After four intervals you take a longer break to recharge.

Why Does It Work?

There are a variety of reasons why this technique is so effective. First, it keeps you focused on one task. Not long-ago multi-tasking was huge. People were praised for their multi-tasking skills. More recently the school of thought is multi-tasking is actually making us less productive. When we switch projects, we lose time and focus and get less done than if we had just focused on one thing at a time. Pomodoro has you choose a task and give it your solid focus for 25 minutes and make as much progress as possible. It is proven that complete focus will allow you to get more done than bouncing from task to task.

Second, Pomodoro helps you learn how much time a task really takes. For example, you might think it takes two hours to write a blog post, what you don’t realize is that the two hours includes checking your email, social media, and getting a cup of coffee. If you focus your time you might learn that a blog post takes only one or two Pomodoro sessions to complete.

Finally, the built-in breaks force you to move around and this helps with feeling frazzled and overwhelmed with long hours of work at your desk.

The beauty of this method is it is SUPER simple and easily tested. All you need is a timer and a task! I recommend that when you use Pomodoro you keep track of what you complete in each session and really see how your productivity increases.

The Best Pomodoro Timer Apps

  • Focus Booster (Web, Windows, macOS, iOS, Android) for freelancers who work with multiple clients
  • PomoDoneApp (Web, Windows, macOS, Linux, iOS, Android) for using Pomodoro with a third-party task management app
  • KanbanFlow (Web) for combining Kanban and Pomodoro
  • Pomotodo (Web, Windows, macOS, Chrome, iOS, Android) for combining GTD® and Pomodoro
  • Marinara Timer (Web) for teams looking to complete pomodoros together
  • Be Focused (macOS, iOS) for simple task and time management on Apple devices
  • Tomatoes (Web) for motivating you to complete pomodoros
  • Engross (Android) for figuring out when you’re the most focused
  • Pomodoro.cc (Web) for people who are new to the Pomodoro Technique
  • Timerdoro (Web) for people who need multiple timers

about

Danielle LaFleur

Danielle is a serial entrepreneur and has been creating and running businesses for over 20 years. She currently operates Easy As Pie Design, a website design firm and Build Your Mastermind, a business consulting agency.

Danielle has been featured in over 30 publications, worked with National Geographic in over 50+ countries, and has created a process for extracting an ROI from an ROE in training and development which is currently being used in over 100+ corporations.

Danielle encourages all of those that work with her to deep dive into their values, maximize those natural talents and skills, and create the life they have always dreamed of. She is a full believer that when you align yourself with who you are meant to be, there is an opportunity around every corner.

Join Our Community of Amazing Women

Be the first to know about upcoming events, new shows and stories!

Pin It on Pinterest