Short advice from a video by a filmmaker/coach about handling prospective clients who are hesitant: don't lead with price when a prospect expresses uncertainty; first probe and resolve their doubts (e.g., whether the video will help) until they feel ready, then present pricing to avoid losing the sale.
If he's still having hesitancy about the process, telling him the price will only make it worse. Right. It's like, hey, how do you feel about it? I feel pretty good. It's like, that doesn't sound like you feel pretty good. What do you feel like maybe you're uncertain about? Oh, I don't know if this video is really going to help us. I have to alleviate that uncertainty first, and then I go back into, okay, how do you feel? I feel good. Here's the price. Right? You just don't want to drop that price until they feel like they're 100% ready to go. Otherwise, you're just fighting an uphill battle at that point.
