Experienced Offline Marketing Warriors Your Feedback Required Please!

We need to be confident when dealing with customers. Yet sometimes we stumble and become less sure of ourselves. And we use weak words.

How do you know if you are using weak words?
Do you use words like "normally"? The client asks you. How much will this cost? Do you start off by saying, "Oh, normally...."

This is weak because you have told the customer that either your price is negotiable or you do't believe in the value of your product or service.

This puts your customer in a position of power.

The other weak ways to give away your power are,
"Approximately"
"Sometimes"
"Our average price"
"A ball park figure"

All these words send an instant messgae to the customers that you are unsure and probably insecure.

As soon as I hear that insecurity, my potential trust is being eroded and it is easy for me to doubt the value of the purchase and possibly your ability to deliver what I want.

When say, "This will cost $783 and delivery will take place in seven days or less." There is no weakness in your price or your ability to deliver.

If you were the customer what you prefer to hear, what would give you more confidence to buy? "Your job will be completed in seven days or less," Or "We'll get on to it as soon as possible."

Be quietly confident when stating your price and your terms.
Then wait without saying anything. Let the customer speak first. Let them say that you are expensive so that you can deliver your prepared answer to this objection.

Your won't make many sales apologising for your prices

It's so hard to do, but you must remember in a negotiation that he who speaks first loses. Of course not the way Michael does it on The Office:-)

Lot to cover in your questions, but, just to answer one, I usually say, at the wrap up, "the work is usually prepaid, ...if you're looking to go forward on this, half now and the balance when I deliver the site, is fine too....that work?"

My simple agreement, I usually describe as their 'receipt' for the 50% payment.
_____
Bruce

I walked out of a consultation 2 evenings ago with a check for $700 / £440 with another $900 / £550 to follow. I was happy because this was just for the building of the clients website.During the meeting we discussed possible next steps such as seo, email marketing etc. So their expectations for the future are to hand over even more money for my services.

If you are confient in your ability to deliver, you will be confident in stating your price.

Develop guideline pricing for your various services, but dont be too rigid with them. I spend a good hour or 2 in consultation with any new client, taking them through a questionnaire I have developed for this purpose.

So I sit there and ask relevant questions for all of that time taking notes, and my prospective client does all the talking! Takes the pressure of me and educates me as to the the challenges, desires, goals and situation of my client!

At this point in the meeting, Im armed with a true understanding of where they are now and where they want to be - I divulge some of the opportunities I see working for their business online (Email marketing is a big one for offline businesses).

At the end of my consultation when it comes to talk about cost, my client is already 99% committed to their new website / online marketing project. The cost is an after thought and as long as I am fair with my pricing and can explain why the figure I quoted is justifiable (If questioned), I am guaranteed a new client!

My success rate with this is 90% and thats over 10 clients from the time I implemented using the questionnaire.

My closing statement of "So how much are you happy to invest in your new website?" comes after 1 - 2 hours of talking with the business owner about the benefits of taking business online. They are primed and ready...

So,

1. Ask questions - you gain instant authority because your the interviewer!
2. Listen! - the more understanding you show, the more your prospect will feel comfotable with you
3. Set guide prices in your head - but be ready to be flexible
4. When you do talk in the consultation session, talk about the value of online marketing to offline businesses - if you spend an hour doing this instead of talking about how much its going to cost the business, you are much more likely to get results!



Hope that made sense and good luck!

Most people know 50% down is the standard. Whenever you hire a home contractor they ALWAYS require 50% down. I see it no different. Get 50% down, rest on completion. Goodluck.