Short YouTube video (Phil Risher) that addresses the common sales objection “I’m just gathering pricing.” He recommends offering prospects a free document that outlines pricing factors, capturing their email to send it, then following up in a day or two to confirm receipt and answer questions—both adding value and creating an opportunity to re-engage the lead.
If you're in an industry that gets a call like this, hey, what's the price? I'm just gathering price. And then you give them the price and then they say, okay, I'm going to give you a call back. Here's a great way that you can get past that and start building value, but also get something that you can follow up on. So after someone gets the price and say, okay, I'm just gathering pricing, then you could say, hey, if you're just gathering pricing, let me send you over this document that we made about all the pricing factors that go into getting your whatever it is. And you can create this document as a subject matter expert and you can give it away to prospects to help them make their decision. You don't have to make a decision with us, but what it is is going to tell you that watch out for this because this is going to happen over here. You could pick this company or this type of service, but you're probably going to get this or this. And here's the difference with us, the first thing you do is you can get their email address, you can send it to them. The second thing you can do is that now you can follow up to make sure that they receive that in a day or two. And then you can follow up with that lead and say, hey, did you get that document? Did you make a decision? Do you have any questions that I could answer? It's a great way to add value.
