Nicolas Cole shares a script for handling price objections: stand firm first, then offer a discount only if the client gives a testimonial or refers three prospects. This trades the discount for ways to grow your business instead of just cutting your rate.
If someone says budget is an issue, you always have the option of going back to them and saying the following, and it's the same script every single time. Got it? You know, I've been thinking about your business a lot. I really feel like this would have a meaningful impact. And so how about this? I would be willing to do this at a discount if in exchange, assuming you're happy with the end product, you give me a testimonial and/or you refer me 3 potential clients, 'cause I really want to grow my ghostwriting business. You always have that card. What I'm recommending is don't play that card until you have to. You should price the service the way that it should be priced Christ, you should hold your ground. You should give the person some time to think about it, but you always have the option of discounting the service and getting paid in another way. Yeah.
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