If you haven’t yet listened to Episode 207 - How to overcome objections in sales?, I encourage you to do so.
When encountering a “price buyer” there’s often nothing you can do to have them come up and see the value from a cost perspective.
I don’t want to beat a dead horse on what to say when this happens because I dive into what you should be doing and how to direct them down the path of a referral in that episode.
In episode 156-What do I say when a potential client says I'm too expensive? -- yes, I get asked this question quite often -- you learn 3 strategies and how to tell if it's a negotiation tactic or not.
What I’d like to share with you though is that if you are getting this often in your sales conversations, put your prices on your website, Facebook page, or wherever you get your leads from.
If you get this objection more than a third of the time, then you aren’t clearly attracting the right kind of clients. You are also not setting the expectations early enough in the process.
Your leads will go down, there’s no question about that.
You lead quality though will skyrocket.
You’ll get folks coming to you with an expectation of the kinds of budgets they need to work with you.
You’ll also gain back time in your schedule too. I don’t know about you, but when I take a sales call, it’s not just the 30 minutes for the call.
It’s the prep time, looking into their business, looking around online to see if there are any red flags from them, maybe seeing if I can find past vendors they’ve worked with, looking at their customers, and so on.
Plus all that time that pulls me away from other client work or my own business.
All this could easily be a couple of hours on top of the time for the call.
Lower quality of leads will result in no-shows for the call, wasted time for yourself and them, and your profits flying right out the window because you are not getting paid for doing sales.
The payment for sales should be baked into your project costs. So just like any part of your business, your profits will increase if you are able to reduce the time spent on a task and increase the conversions through those points.
Setting the budget expectation as early as possible is a key component and major objection clients have.
A lead really has 3 things they focus on when deciding to sign on with you.
- If you can actually do the work
Addressing all these 3 before you even hop on a call with a lead will be beneficial to you improving your close rate on new clients.
Marketing for Freelancers
More episodes in this topic:
Social Media Marketing, is it worth it to do?
What social media platforms to spend time on?
How to get clients when I have no portfolio?
How to get the messaging right to attract customers?
Have advice for soliciting podcasters to be a guest?
Should I focus on SEO or Paid Ads to gain new clients?
Do you get any leads from your content? And what traffic acquisition methods have worked best?
When creating a new freelance service what’s the best way to send cold emails?
What is my second most successful lead generation tactic?
Why is an email list important for a freelancer?
What is the best way to attract larger clients?
How do you market your business to local clients other than attending networking meetings?
How do I pitch some big companies in my niche?
Imagine I was going to bring you $100k in revenue
How does a freelance web designer build a client profile when preparing their marketing plans?
How do you price your services on your site?
How important is branding?
What are some useful tools that you use?
What makes a great case study?
How do you turn the things I do into benefits?
How do you decide what to start blogging with if you’ve never blogged before?
How often should I write a blog post?
Should I put pricing on my website?
How to overcome objections people have about you?
What is the best lead generation strategy?
What is your cold outreach strategy?
How would you get into the corporate business as an independent professional?
What is the difference between warm and cold outreach?
How to answer objections and get clients to say “yes”?
How to grow with word-of-mouth marketing?
How to ask?
All my work has been word of mouth, how do I find work on my own?
How do you handle a good fit for you that doesn’t really fit for your marketing message?
What do you say when a lead comes to you from a bad experience with another freelancer?
What to say when a potential client says you are too expensive?
How do I find the time to create content for my business and what do I write about?
Is this going to get me clients fast?
What is the #1 business trend for 2019?
How to sell on Twitter?
How do you make it simple for a lead to sign?
Why did I move my business from Drip to ConvertKit
How do you sell strategy?
11 Lessons on How to Find Clients
Finding Clients Lesson #1: Targeted Referrals
Finding Clients Lesson #2: Zero Line Item
Finding Clients Lesson #3: The Client Sandwich
Finding Clients Lesson #4: The Sneak Peek
Finding Clients Lesson #5: Buy a cup of coffee
Finding Clients Lesson #6: Get Yourself On A Podcast
Finding Clients Lesson #7: Your Up Level Skills
Finding Clients Lesson #8: Brag about your clients
Finding Clients Lesson #9: Are you priced right?
Finding Clients Lesson #10: Who do you hang with?
Finding Clients Lesson #11: Group Coaching for Leads
Is Instagram a better vehicle for visibility? Sales?
Best of Season 3 - Get out of the comfort zone
Best of Season 3 - Building Relationships
S06 E12 - Undercharging, Targeting the Wrong Audience, and What You Should Do About It with Alex McClafferty
S03 Bonus - Tom McFarlin on Blogging, Balancing Work and Family, and Building a Business that Lasts
S09 E11 - Differentiation, Reputation, and Pivoting From the Top-Down with Peep Laja
S01 E11 - Kai Davis helping freelancers get more clients with outreach