Itās Two Cents Tuesdays ep.1! Each week Iāll be answering audience submitted questions over on my YouTube Channel!
Todayās question comes from Vivian. She asks :
āIāve been trying to get less afraid of hearing ānoā when quoting a potential client and itās kind of crazy how emotional it is when someone does say no. I have put so much heart into my business that itās REALLY hard to not take it personallyāwhich is why Iām trying to practice pushing through the noās. I wanted to ask you a question about the whole āsticking it out for 3ā rule. How do we actually do that? Like if a client says no thatās too expensive, what am I supposed to say to even get to the second no? Send a second email that says āwell, this is why it costs thatā? Iām afraid of coming off like Iām bragging, and Iām kind of lost on how to even get past the first no.ā
Vivian is referring to an article I wrote entitled āHow to charge what youāre worthā. In the article I shared about a sales tactic I was taught when I worked in finance ā stick it out for 3. Or “overcome three objections” before accepting the no. It was terrible! We actually practiced overcoming objections by writing scripts and developing language. Hereās what I learned during those five years ā¦.
If a potential say no to our price, (while yes, itās about the price) itās really because they arenāt associating the value of the offer with the price you are charging. So instead of second guessing our price, we need to determine WHY the perceived value doesnāt mesh with the price charged.
Hereās an example :
I wanted to buy some new leather boots for myself. I had budgeted $100 I think which was the most Iād ever spent on shoes. I went to my nieces birthday party and saw a mama there wearing the PERFECT pair of cognac military boots. I immediately found them on Nordstrom. The shoes were $200. DOUBLE MY BUDGET! I justified the PRICE because I perceived the boots were the solution to the desire/want I had. I doubled by original budget because these boots seemed to be the solution to my problem!
The reality is if they have already said ānoā thereās not a lot of persuading we can do from there with that client. Ā Sales you have to fight for just never turn out to feel like wins! But we can learn from that ānoā and better understand where our clients are coming from.
Do you know exactly why you charge what you do? Thatās important. If you are letting that āIām a fraudā mindset trickle into your sales process and already doubting the price before you hit send ⦠your clients will feel that.
If youāre struggling to book your ideal client at the price-point you wantāI put together a full class on this called āThe Art of the Saleā. Itās available now in the Creative Money Academy.
August 21, 2018
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On a scale of 1-10 for how useful this video was, I’d give it a 15!! Such great advice, Shanna!
I always thought the marketing and sales part of my (very new) photography business were just something “I’m not good at,” but honestly watching and reading your content makes me think maybe there’s hope for me too! Maybe I really can learn how to make sales. So glad I found you! (via Local Milk, btw!)
Diana! Thank you SO much for the feedback! āŗļø I’m so glad you found the information helpful!! – S