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

Say this if a prospect wants a cheaper price.

17 Apr 2023 · 1 min

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0:57

A short coaching monologue advising how to respond when a prospect says the price is too expensive. The speaker recommends first clarifying whether the issue is pure cost or a perceived lack of value, then either offering logistical payment/flexibility or recommending cheaper options while contrasting the trade-off between being perceived as the cheapest versus a premium brand. The speaker emphasizes selectively working with premium-fit clients rather than lowering standards to serve every prospect.

Chapters

So what do you do if a client says, it's just too expensive? I just don't know if I can afford this. So the first thing I ask is, I clarify. I say, okay, no problem. If you don't mind me asking, just so I can understand a little bit better, do you mean that it's just too much or you don't see the value in what we're doing here? And I try to chunk down on what that is. So then from there, if it's just a logistical money thing, I will find a way to make it work as long as it's respectful for them and me. The other way they could go is say, hey, we just want to look at some cheaper options. I say, okay, got you. I can actually recommend cheaper options if you're looking for cheaper options. But do you want your brand to be perceived as the cheapest option, or do you want your brand to be perceived as more of a luxury premium option? And I pit those two against each other, and then I let them answer. And then typically, if they still want to go with the cheaper option, I let them go. I lean out. Because at the end of the day, you don't want to work with every single client. You want to work with a select amount of premium clients.