If you're getting asked about pricing you're already at a disadvantage. Here's a science based method to talking about pricing upfront without waiting to be asked.
On the first call, set expectations like this:
"If it's okay with you Melissa I'd like to cover pricing so you're not totally guessing what you’ll need to invest. Mind if I do that now?"
"Our pricing starts at $12,000, but typically for companies of your size and industry the pricing can range from $38,000-$59,000 based on 5 factors, which I can cover in more detail later on.
Before I go further, what are your thoughts on the numbers I just shared?"
Then mute yourself...
You just unexpectedly delighted the buyer by being transparent.
This taps into powerful, deeply rooted psychology called the Law of Reciprocity.
By giving, you can now get.
You have earned the right to ask a hard question about budget, decision makers, or purchasing criteria, which is a gold mine!
The responses can go one of two ways:
❌ [Negative] Wow, that's definitely more than I thought it would be.
To which you can respond, “Fair enough, can I ask what you were hoping to invest?”
—OR—
✅ [Positive] That's in line with what I expected.
To which you can respond, “Really? For most people that's beyond their expectations. Why's that not the case with you?” to have them justify their response (h/t Benjamin Dennehy for that line).
Either outcome is great!!!
The last thing you want to do is try to sell someone who couldn't even pay you the minimum fee for your offering.
Find out why they are anchored so low to the value of your product.
Don't shy away from pricing.
Embrace it.
Because real buyers need pricing to build consensus.
Meme
Prospect: Follow up with me in 3 months
Me 3 Months Later:
Events & Updates
Here’s me booking a meeting from our last live cold calling session that we do every Thursday from 1:30-2:30pm Eastern. Just come to my profile on LinkedIn to see it live!