Warrior Forum posts come and go very, very fast. I'm going to use this blog to keep track of some of my favorite WF-based ideas, and to share some additional concepts.
Regards,
Allen
Regards,
Allen
How to sell: don't quote price
Posted 03-28-2009 at 05:47 PM by Adaptive
Harlan Kilstein posted a video in which he discusses the importance of NOT just throwing out a number when asked about price.
http://www.warriorforum.com/copywrit...opywriter.html
I think this is a really crucial point. Fortunately, I had already learned it from the books and videos of consultant Alan Weiss. Weiss points out that at its most rewarding, consulting is about adding value that is not related to how much time the consultant spends on the project.
I am doing some offline consulting projects where this advice was really useful. One client already said he has a low five figure budget for a series of projects. After an hour meeting with him, there was a pause in the conversation. I said, "I think this is a $3,000 project," and shut up. He said, "Would you like a check for the whole amount?"
If I'd gurgled about price - the way Harvey warns against - I'd have NOT got that check.
Another client got a detailed proposal based on his mentioning he had a budget of about $1,500 for a series of little projects.
He called to respond to the proposal. "This $150 item, can you make it $125?" he asked.
I asked, "Do you plan to try to wheel and deal on each line item? Because that's not what we're interested in. We have fair prices that reflect what it costs us to do great work for you. Is there a particular price point where you'd like to get as many items as possible for now, and save the rest for when you have some more money?"
Harlan's advice was really timely on that one. The client kept asking, "How much does it cost?" because he didn't know any other questions to ask!
So I highly recommend Harlan's video here, and Alan Weiss's work if anyone needs further reinforcement of the concept.
Thanks again, Harlan.
Allen
http://www.warriorforum.com/copywrit...opywriter.html
I think this is a really crucial point. Fortunately, I had already learned it from the books and videos of consultant Alan Weiss. Weiss points out that at its most rewarding, consulting is about adding value that is not related to how much time the consultant spends on the project.
I am doing some offline consulting projects where this advice was really useful. One client already said he has a low five figure budget for a series of projects. After an hour meeting with him, there was a pause in the conversation. I said, "I think this is a $3,000 project," and shut up. He said, "Would you like a check for the whole amount?"
If I'd gurgled about price - the way Harvey warns against - I'd have NOT got that check.
Another client got a detailed proposal based on his mentioning he had a budget of about $1,500 for a series of little projects.
He called to respond to the proposal. "This $150 item, can you make it $125?" he asked.
I asked, "Do you plan to try to wheel and deal on each line item? Because that's not what we're interested in. We have fair prices that reflect what it costs us to do great work for you. Is there a particular price point where you'd like to get as many items as possible for now, and save the rest for when you have some more money?"
Harlan's advice was really timely on that one. The client kept asking, "How much does it cost?" because he didn't know any other questions to ask!
So I highly recommend Harlan's video here, and Alan Weiss's work if anyone needs further reinforcement of the concept.
Thanks again, Harlan.
Allen
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