by Joyce Oladipo
I remember a few months ago I told one of my prospects that I charge €350 per hours. The prospect responds by saying, "But the consultant I spoke to the other day charges only €175 per hour."
Well, what are the magic words I said?
“I wonder what they are not including."
In two seconds, I’ve shot a big hole in my competitor's bucket.
Now any credibility the competitors might have had with this prospect is fast spilling out all over the ground. With these seven words, I logically and reasonably emphasized doubt, aroused suspicion, and increased skepticism. And it's legitimate because neither I nor my prospect knows what the other consultant fee’s includes.
To get my point across I get out a piece of paper and divide the sheet into two columns. Put my name at the first column and my competitor’s on the other.
In the first column, I write down all what’s included in my package. (If you've read my past issues, you should have already created a list of your packages and what your clients will get from each package)
In the second column, I write down all what’s included in my competitor package. The certainty of knowing exactly what I provide will allow my prospect to see clearly on paper "what they will get for their money" when they hire me.
If your prospect ask the question at a seminar, at a networking meeting or over the phone, taking out a sheet of paper wouldn’t be practical.
So here's what you do instead. When you’re speaking about fees, speak with confidence and be specific. A specific, confident answer builds credibility. Explain to your prospect exactly what you offer and what problems you solve, clearly and carefully. Make sure you don't overwhelm them with technical stuff, tell them how you are going to solve their problem and what they will get from working with you.
When you refer to a competitor, emphasize that you don't know what your competitor’s offers because an uncertain answer emphasizes doubt, arouses suspicion and increases skepticism.And, since your competitor’s charges less than you do, it's easy and logical for you and them to conclude that the competitor’s provides less and this could mean fewer benefits, less time with you, and less information.
Most businesses do a bad job in creating a vivid picture of what their prospect receives when they hires them.
Prospects want a clear picture of what they will get when they write you a cheque. The more specific you are about your services, the more credible and trustworthy you appear to prospects.
Memorize this short sentence because rarely will you find words that work as well as, “I wonder what they are not including out."
Big hugs to you...
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Online entrepreneur Joyce Oladipo, "Business Growth and Marketing Mentor," is creator of the winning Business Abundance E-zine to Immediately and Exponentially Growing Your Business offline and online. To Discover the 19 Secrets to Immediate and Exponential Business Growth, visit http://www.BeAWealthyEntrepreneur.com
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