What to do when a client says you are too expensive
Lesson 67 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
What to do when a client says you are too expensive
Lesson 67 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Lesson Info
67. What to do when a client says you are too expensive
Lessons
Getting over the fear of rejection
04:23 2Why you should leave a Zoom call after 3 minutes
04:24 3How to never chase clients ever again
04:13 4How not to feel nervous on sales calls
05:23 5How to not take it personal
05:46 6Slow & Steady vs Fast & Many
06:11 7The importance of being accountable
04:12 8The importance of being invested and excited
04:56Understanding the difference between features VS benefits
04:48 10Assignment - Mindset & Motivation segment
02:39 11Helpful Doctor Approach
03:58 12Breathing method for better sales calls
02:40 13Managing your clients’ expectations
07:41 14How to smartly discover your clients’ budget
05:29 15How to come across as more confident
09:18 16How to improve your pacing
04:19 17How to structure a sales call
09:28 18Ghost Opening Method
04:18 19High converting sales funnel
09:17 20Shock Method
04:41 21The Halo Effect
03:04 22Organizing portfolio to win more clients
03:23 23Build trust using science
02:42 24Showing calendar during call
03:57 25Building unbreakable rapport
04:33 26Sharing relevant stories
02:44 27Using numbers to make prices make sense
03:21 28Using urgency and scarcity
04:38 29The parrot and captain technique
03:31 30Using FOMO
02:51 31The power of mirroring
04:38 32Always put your clients’ needs first
03:34 33Assignment for sales techniques
01:53 34The one who cares least wins
03:27 35How to price your services
06:38 36Handling clients who are bullying you
04:11 37Connecting with clients’ dreams
04:07 38How to use trial closes and assumptive selling
03:17 39How to overcome challenging objections
08:20 40When to mention pricing
03:59 41Assignment for negotiation techniques
01:22 42How to get video testimonials for your website
03:53 43Setting up automated Calendly meetings
02:35 44How to strategically improve your website using Hotjar
02:23 45How to get more clients
05:02 46How to get clients to pay more
04:34 47Do you need to be liked as a salesperson?
02:56 483 reasons why freelancers lose sales
05:27 49What makes a good vs bad salesperson
02:44 50How many options should you give clients?
01:32 51How to know when a client just wants a discount
02:40 52How to know when a client is interested in your service
02:00 53When a client doesn't reply
03:28 54How to practice your sales techniques
03:04 55How to ask high-quality questions
02:48 56Which social media platform is best for getting clients
03:54 57Which social proof is best for winning new clients
03:27 58How I sold a 10k website with one single email
02:58 59How to manage prospects and follow-ups
04:14 60What to do when you screw up on a project
02:38 61How to handle a client who wants a refund
04:10 62When a client wants lots of revisions
03:32 63How to spot a nightmare client
02:17 64How long should you small talk?
01:07 65Should you spend time creating proposals?
01:35 66How to get a sale without being too pushy
01:22 67What to do when a client says you are too expensive
03:46 68Assignment - common questions
01:32 69Realizing who your most valuable customer is
03:32 70How to use discounts to charge more
01:53 71Price anchoring technique
02:43 72Creating product flow and product expansion
02:34 73How to win client loyalty for the long term
01:09 74Last assignment project
04:14Lesson Info
What to do when a client says you are too expensive
Ok. So what to do? So what to do when a client says you're too expensive? Let's break this down because I've actually only had maybe three clients in the past decade that have actually actively told me that I'm too expensive. Usually they'll just completely ignore you and just won't get back to you because they're maybe a little bit embarrassed that they can't afford your services or they don't think that the value that you can provide is worth that amount. Either way, if they do say that you're too expensive, then maybe they're just looking for a discount. So what I would do is if a client says Scott, your services are just too expensive. Really? My services are too expensive. Mirroring. So I'm mirroring them. My services are too expensive. What sort of price were you looking to pay for the service? And then they would say something along the lines of your services. 6000, I would probably pay maybe 2000. Interesting. We actually used to charge 2000 like maybe six years ago. The reason...
that we upped our prices is because when we were providing this level of value to our clients they were making 10 times what they were in sales before just because of the branding and the communication strategy that we gave them. So, I mean, ultimately, the service that you'd be getting isn't worth 6000, you're completely right. It's actually worth about 15. And to be honest, we could even charge more than that. But the reason that we only charge six is because we like working with exciting young businesses that want to go somewhere ambitious businesses and founders like yourself want to get the best possible service at the best possible value. Now, I've worked at marketing and branding agencies and I have in the past and I know how much they charge. I also know that our work is just as good if not better than theirs. And I know that they charge four or five times what we charge. Now, ultimately, it comes down to what you want to spend because you can spend 2000 on a solution. But the solution is only going to get you a certain amount of return on that investment for $6000. So just to spend an extra 4000, you're going to be getting a service is worth 20 or 15 minimum. So the decision is yours. Do you want to pay $2000 for a $2000 service which you're fully entitled to do and I fully support it if that's what you want to do or do you want to spend 6000 on a $15,000 service. It's, it's completely up to yourself. Now, what you're basically doing is you're shifting the anchor and this is one of the main reasons why I see you should always give three different options when it comes to packages because the top package actually serves as an anchor point to say. Yeah, like sometimes we actually sell packages worth 20 grand and you're haggling with me over six grand. You know, this is not even a conversation really worth having to be honest, but we're willing to help you to help it make sense to you because obviously you're not used to spending $6000 every day. So when a client says you're too expensive, never try and justify and say, oh, but we work extremely hard and it will be the best service ever. And you know, we've done this and we've worked with this, don't justify it, just say it if it's too expensive for you. I I fully support that and I'm even more than happy to recommend cheaper options. If you do want to go a little bit cheaper in regards to your investment, just let me know what your budget is and I can recommend the best people within that particular budget. I can't obviously guarantee the results because I've never worked with those people before. And our pricing in comparison to other leading agencies is obviously very, very different. We're by far the best value. But if you want to go even cheaper than that, then by all means, I fully support that. And I'm more than happy to help you find someone who would be a good fit for you. So hopefully this helps you to think about how to respond a little bit more eloquently and smartly when a client says that you're too expensive. But nevertheless, I hope you enjoy this lesson and I will see you in the next one.