Internet Marketing – What to do if your price is too expensive – 1

Mark Wickersham (UK):
I’m sure most of us have experienced
that moment when you reveal the price
and your client says, “That’s a bit
more than I was expecting. Sorry, but
it’s beyond my budget.” The big
question then is, what do you do next?

One option, of course, is just to walk
away. You may not be prepared to take
on the business for less than your
original price, and that’s fine. It’s
often a good thing to do.

But let’s imagine that you particularlywant to win this piece of work.
What do you do then?

What you should never do is
automatically give a discount.


That’s crazy. Instead, do one of the
following.

#1 Review the value
Usually if a client thinks a service
you’re offering is too expensive, it’s
not because the price is too high but
because they don’t fully understand its
value.

So go back and talk about the
benefits again. Remind them of the end
result, of the difference it will make
to their lives.

You might find that’s enough to make them go ahead.

If not, move on to step two.
#2 Reveal another option

If you’ve been following my previous
posts or videos you’ll have heard me
talk about the magic of three.

Of how
any service you provide should always
offer clients three pricing options.

So, if you’ve been telling a client
about your gold level and it’s too
expensive, reveal your silver.

If that’s too expensive, reveal your
bronze. If even that’s too expensive,
you’ll need to try the next step.

To be continued…

Also:
Those links again:
The Value Pricing System
https://www.wickersham.co.uk/a/6541/wWVxKzFL
Effective Pricing for Accountants (book)https://www.wickersham.co.uk/a/8770/wWVxKzFL
The Power of Price Psychology
https://www.wickersham.co.uk/a/1878/wWVxKzFL
Monthly Mentoringhttps://www.wickersham.co.uk/a/7831/wWVxKzFL
The complete guide to menu pricing – NEW!
(video training programme)

https://www.wickersham.co.uk/a/8769/wWVxKzFL

How to build a successful bookkeeping
business (book)

https://www.wickersham.co.uk/a/8025/wWVxKzFL
How to build a successful bookkeeping
business (video training programme)

https://www.wickersham.co.uk/a/2009/wWVxKzFL

Grab them NOW and claim the true income
that you earn!

Price accounting and consulting
services more profitably!

https://www.wickersham.co.uk/a/7831/wWVxKzFL
Your Pricing Journey (video training programme)
https://www.wickersham.co.uk/a/10139/wWVxKzFLNEW programme from  the MASTER!(More of Mark!)Better pricing = higher profits 
If you have a service business, you can
earn much more from this series.

Also, Mark runs a programme calledPrice Consulting, and he teaches 
accountants/bookkeepers how to help
their customers with their pricing. 

Thank you for the positive response to
posts on this topic and the action taken.Please tell your friends!


Silvia at IFRSbox.
If you are in finance and not on her
FREE list (WHY NOT?):http://www.ifrsbox.com/ifrs-kit/?ap_id=Profmoscow

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