It Costs Too Much!
Friday, February 15, 2008
Overcoming objections is a fact of life when selling your services and products. One major object that every contractor hears is that it "costs too much." No matter what service you offer, there is usually a significant price tag associated with it. It can be a lot for any potential client but it does not always mean you won't be able to get the contract signed.What do you do when you hear those dreaded words - that it costs too much? There are several things you can do to get around this complaint. The first thing to consider is your price may be fine but that you have not provided enough value to justify the cost. Acknowledge the concern ("I understand. Quality work always costs more.") and pile on additional benefits to show the potential client the cost is just right.
When you hear the complaint for a second or third time in your sales pitch, you could be dealing with a situation. Use this opportunity to find out more about their situation. It could be that they are not ready for your services. But dig a little to make sure there might still be an opportunity for you to get the job. Use this chance to also find referrals from friends and family.
Think about starting off your pitch with the fact that your services and products are very expensive. By the time you've finished, you have shown them the overall value for what it costs. Many have it in their minds to start negotiating with you, no matter what price you give, but this way allows you to keep your price firm. Tell them you may be able to do it for less but that you'll have to remove many of the products or services (and the benefits) you've discussed.
RELATED POSTS:
Silence is Golden - More Sales Advice
Dealing with "Tire Kickers"
The ABCs of Closing
Are you a contractor or service professional looking for more leads? Register with ConstructionDeal.com to view all the job leads we have in your area. It's free to create an account. Tell us about what you do and where you do it... and we'll show you what we've got available. Very few lead services are as open and transparent as ConstructionDeal.com. If we have enough possible work for you -- you can subscribe and start calling project owners today!
Labels: Sales Advice
