Eric DeeranOne mission — help agency owners build businesses they actually love running.

How to handle "How much is it going to cost" in the beginning of the conversation...

29 Sept 2023 · 1 min

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0:46

Short coaching clip advising how to respond when a prospect asks “How much is it going to cost?” The speaker recommends avoiding a bare price and instead returning to discovery questions to understand X/Y/Z and A/B/C, so you can frame cost in terms of value. Example: showing a client they may be missing “hundreds of thousands of dollars a year” from not posting content makes a $15k price look inexpensive. Emphasizes that price without context is just a number; pricing should be tied to the gap between current state and desired outcome.

Chapters

If they're like, how much is it going to cost? Oh, oh yeah, we'll definitely get into that. It's really going to depend on what you're looking for as far as X, Y and Z and also what you're doing when it comes to A, B and C. But if I can just get a better understanding of what you're doing there, I could put together an accurate quote for you. Would that help you? Yeah, sure, that would help. Cool. And then what are you doing when it comes to this? And then I'm back into my discovery based questions again. Because price without any sort of value has no context. So if they're, if I just give them a price but I haven't expanded a gap of where they are to where they want to be, then that price doesn't really have any meaning. It's just a number. Right. But if I'm like, cool, you're potentially missing out on hundreds of thousands of dollars a year because you're not posting content on social media, bringing in more clients, then 15k is a lot cheaper than if I just said 15k. You know what I mean? Right? Yeah.