Sunday, 6 August 2017

How To Respond When Clients Say You’re Too Expensive— Roleplay

What to say if you’re client says you’re too expensive or I can’t afford this? Worse yet, what if they dangle the carrot of "I have more work where this comes from"? How should you respond? Tired of getting the short end of the stick? Here’s an alternative approach. Cutdown video of livestream. Original unedited version here:

Sharif El Komi

0:22 Use Price Bracketing to establish budget range
0:48 Embrace and then pivot
2:18 Remind the client why they are calling you
2:49 State why you are different from other competitors
3:08 Try to kill the engagement
3:17 Plant seeds of doubt
3:17 Client dangles carrot
3:46 Check the symmetry of logic
4:10 Client doesn’t give up so easily
4:48 Level with them: What’s the maximum amount of money that you’re willing to spend on this?
5:18 Be flexible with the budget gap.
5:46 Let them know that the price reduction is only for the first project.
6:17 Give yourself room to negotiate down.
7:05 Explain that they are paying extra for assurance to get it done.

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