A short YouTube clip by Eric Deeran advising a sales ‘hack’ for landing high-paying clients: instead of asserting value, ask prospective clients questions that lead them to justify the purchase themselves (e.g., ask if the content will bring one more client and how much that client is worth). The tactic is illustrated with a $30,000 video package pitch to a home builder.
There's a hack to getting high paying clients that it's so underappreciated that it makes me mad. And what that hack is is asking the client how many clients they think they're gonna get from the content that you're creating. So whenever in doubt, don't make a statement, ask a question, because they believe themselves more than they believe you. So for example, let's say you're in a sales meeting, you're trying to pitch a $30,000 video package to a home builder, and they're like, I don't know, it's too expensive. Simply ask, do you think that this content that we're creating for you will help you bring in one more home building client? And then let them answer. And if they say yes, well, how much is one home building client worth to you? And then from there, they're going to convince themselves that they need this package because it makes too much sense. Just have them justify to themselves by asking a question that gets them to come to their own conclusion.
