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HOW TO RESPOND TO A CLIENT

 𝐇𝐎𝗪 𝐓𝐎 𝐑𝐄𝐒𝐏𝐎𝐍𝐃 𝗪𝐇𝐄𝐍 𝐀 𝐂𝐋𝐈𝐄𝐍𝐓 𝐒𝐀𝐘𝐒: "𝘠𝘰𝘶'𝘳𝘦 𝘵𝘰𝘰 𝘦𝘹𝘱𝘦𝘯𝘴𝘪𝘷𝘦!"

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No need for sweet talks, this is one problem we all face in the market place, especially if you are still building yourself as a new brand figure. ⁣⁣
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But you shouldn't consider yourself cheap, you might not have the so many years of experience, but you leveraged and leaned on other professionals, so you produce result and must be rewarded appropriately. ⁣
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✔️"You're too expensive!"⁣⁣
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✔️"I can't possibly afford that right now."⁣⁣
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✔️"It's much more than I expected."⁣⁣
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✔️"Can you do something about the price?"⁣⁣
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✔️"XXX is charging much less!"⁣⁣
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These are words that can be difficult for service-based business owners to respond to. ⁣⁣
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Most of us are not too comfortable with selling in the first place. And when someone questions how much you're charging for your services, it can dent your confidence and make you doubt yourself.⁣⁣
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Let's start with how you shouldn't respond...⁣⁣
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☑️Don't automatically assume you've lost this client.⁣⁣
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When you hear these words - recognise it as an indication that you're at the start of the sales journey with somebody who might actually be interested in what you have to offer.⁣⁣
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It's just that there's still some work you need to do to help them arrive at the right decision for them.⁣⁣
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☑️Don't panic⁣⁣
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Don't immediately lower your pricing out of panic when someone says you're too expensive, otherwise they'll assume that you were over-charging to begin with. ⁣⁣
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That's not what you want. And you'll miss a chance to open a dialogue that can lead to better understanding of your client's requirements and concerns.⁣⁣
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☑️Don't defend yourself⁣⁣
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At the end of the day, it's your business. You don't have to defend yourself or your prices, unless you want to. ⁣⁣
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Just as your client has the right to object to your prices, you have the right to stand by them. This is especially the case if you are happy with your current workload.⁣⁣
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☑️Don't take it personally⁣⁣
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Objections around price are just part and parcel of the everyday business negotiation, so don't take it personally. It's not about you. ⁣⁣
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❗In fact, think of it this way... if you've never been told you're too expensive, you're probably not charging enough!⁣⁣
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𝐓𝐢𝐩𝐬 𝐨𝐧 𝐡𝐨𝐰 𝐲𝐨𝐮 𝐜𝐚𝐧 𝐫𝐞𝐬𝐩𝐨𝐧𝐝⁣⁣
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1️⃣ Start a conversation⁣⁣
The good news is that when someone says you're too expensive, it needn't always be the end of the conversation. ⁣⁣
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Often, when a potential client mentions your pricing, it's a signal that they want to buy from you, but may need some convincing in order to overcome their reasons for hesitating.⁣⁣
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These objections may have nothing to do with your price and everything to do with where they're at. ⁣⁣
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Sometimes they're either not 100% committed to a particular course of action, e.g. they may just be price shopping, or they may simply be using price as an easy way out for not wanting to buy.⁣⁣
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Whatever the case, by asking your client a few simple questions in a non-aggressive way and listening to their concerns, you can find out if they really want to work with you, or are using price as an excuse.⁣⁣
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2️⃣ Acknowledge that you're expensive⁣⁣
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Communicate to your clients the real value of your work, the processes and time involved to help them get results. ⁣⁣
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Explain to them that it's taken years of dedication for you to build your expertise and knowledge in your field. ⁣⁣
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So yes, you are expensive. But if you can convey the true value of what you do, then your clients will realise that your services are worth the price tag.⁣⁣
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3️⃣ Focus on the return on investment (ROI)⁣⁣
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You must know that one of the reasons why clients may not be ready to invest in you is rarely about price!⁣⁣
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One of the common reasons is that they don't understand the values/benefits of your offerings. Focusing on the ROI and the results you'll help them achieve is key.⁣⁣
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𝐒𝐚𝐲 𝐭𝐨 𝐲𝐨𝐮𝐫 𝐜𝐥𝐢𝐞𝐧𝐭:⁣⁣
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"You reached out to me because you need help with [XYZ]. I'm confident that I can help you."⁣⁣
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"What would it mean to you if I can help you solve the [XYZ] problem immediately?"⁣⁣
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"How much time/money/stress will you save if I can help you with [XYZ]?"⁣⁣
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You can also share the results and testimonials from past clients you've helped to achieve similar results, to demonstrate the value of what you're charging.⁣⁣
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4️⃣ Ask yourself: "Is this my ideal client?"⁣⁣
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If not, let them know you might not be the best fit for them and recommend someone else that would be a better match.⁣⁣
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If the person is your ideal client, you'll have to explain and show them the quality and value of your work with a bit more dialogue and a closer look at their actual requirements and what you can do to help them.⁣⁣
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5️⃣ When a client genuinely can't afford you⁣⁣
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If a client genuinely can't afford you (yet!), ask them what budget they have in mind. You can then offer a reduced solution to match their lower budget, if you want to. ⁣⁣
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If their budget is too low, then politely tell them you're not a good fit right now. Be firm but nice and keep in touch with them - the situation may change further down the line.⁣⁣
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© HABIB HAMZA BOLAJI -𝐓𝐡𝐞 𝐰𝐢𝐬𝐝𝐨𝐦 _𝐜𝐡𝐞𝐟⁣⁣⁣⁣⁣⁣
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Do you have a question, or maybe a contradiction, put them into words.⁣⁣⁣⁣⁣⁣⁣⁣
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Learnt anything new? Please share ⁣⁣⁣
HABIB HAMZA

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