What words/phrases cut like a knife?

12 replies
I struggle when pitching to potential clients. I have this very honest 'pros and cons' type approach which doesn't get the fire in their belly going.
I did say something the other day that had a huge impact.

(on the subject of price after telling them how much)
"I only charge what I think I'm worth"

This had a big impact on them. You could physically see in their face and change of demeanour that they were impressed.
I'm not saying this particular one is amazing or that it would work with 90% of other potential clients.

Anyway, to the topic! What kind of words or phrases do you say that has a noticeable effect on the client, like a knife through butter?!
#cut #impact #knife #phrases #words #words or phrases
  • Profile picture of the author Michael Bucker
    If I discount my price, what am I saying about my value? I am always leery of those who are quick to cut their price.

    I am a sales trainer/coach/consultant etc. whatever you want to title it. Companies hire me to train their sales staff. I am not cheap therefore I am often asked about discounting.

    In these cases, I say this, “By asking me to discount I cannot help but to think you are testing me. So, I am going to go ahead and pass the test and say NO. Because, If I do not hold my value how can you expect me to train your sales people to hold their value when customers simply ask for a discount."
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    • Profile picture of the author kenmichaels
      Originally Posted by Michael Bucker View Post


      I am a sales trainer/coach/consultant etc. whatever you want to title it. Companies hire me to train their sales staff. I am not cheap therefore I am often asked about discounting.
      I found when i say i am a business consultant, it works very well.

      when i add senior in front of it, they only ask for discounts if they don't
      the amount it costs to get started.

      So my knife through butter remark is simply is Hi i am rick, one of the senior business consultants from ....
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      Selling Ain't for Sissies!
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      • Profile picture of the author Michael Bucker
        Originally Posted by kenmichaels View Post

        I found when i say i am a business consultant, it works very well.

        when i add senior in front of it, they only ask for discounts if they don't
        the amount it costs to get started.

        So my knife through butter remark is simply is Hi i am rick, one of the senior business consultants from ....
        I like it kenmichaels, also what I have found is the same as I am sure you have found.

        The title does not matter near as much as what you have to offer. It is almost as if we need our titles more than our prospects need them. We are all guilty of that in the beginning I think.

        I know back when I started I gave to much thought to it.
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    • Profile picture of the author DianaHeuser
      Originally Posted by Michael Bucker View Post

      In these cases, I say this, "By asking me to discount I cannot help but to think you are testing me. So, I am going to go ahead and pass the test and say NO. Because, If is do not hold my value how can you expect me to train your sales people to hold their value when customers simply ask for a discount."
      That's brilliant Michael. Going to think about how I can apply that concept to my business

      Di
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  • Profile picture of the author Tools For IM
    Scottish,

    This all boils down to the type of client you're meeting with.

    As an example, your typical owner/operator has too many distractions to appropriately handle their own marketing, and typically, other important business functions. These individuals tend to be the "know-it-all" type, and that's not necessarily a bad thing. They've been bred to micro manage, and want to have their hands on everything...and this includes marketing.

    Two very common pain points for an owner/operator:
    • "I know I need to improve my marketing, but I can't devote the time."
      • Of course they can't! They've got hundreds of irons in the fire all at once, and they're the only person they've delegated to tend to them. It's your job to make them painfully aware that some things should simply be left to the experts. Offering the owner/operator regular reporting, easy access to communication/support, etc. will ease this objection.
    • "I've tried lots of other forms of marketing in the past, but nothing really produces results."
      • This is a big one. Again, owner/operators don't have the abundance of time on their side, and whatever they may have tried in the past, was not with a concerted effort. We all know shotgun marketing doesn't work, but this is what owner/operators are attached to, because it's quick and easy to pay for some ads somewhere and anticipate results. Your role is to assure them that the effort you'll apply is focused and consistent, and best of all, will save them time and money in the long term.
    If you're leading the course of communication down the right path, price should never be an issue. You need to build and establish value in every interaction you have with the client. By the time you've reached the point where you can ask for a sale, the pain of them losing contact with you is much greater than the pain they attach to the money they're about to invest into marketing.
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    • Profile picture of the author MRomeo09
      Generally the words that work like magic are the words that they use. I tend to listen a heck of a lot more than I talk. I drop words like SEO, email marketing, etc. I use the words they use and it's like magic to the ears.

      If I have a restaurant, and they want more butts in seats(their words), I talk to them about butts in seats. Etc.

      Get to know them, get to know their hopes and fears and present your solutions in terms of what THEY want, not what YOU want.

      HTH,

      Marcos
      Signature
      We do not have to become heroes overnight. Just a step at a time, meeting each thing that comes up ... discovering we have the strength to stare it down. - Eleanor Roosevelt

      Your opinion of yourself becomes your reality. If you have all these doubts, then no one will believe in you and everything will go wrong. If you think the opposite, the opposite will happen. It’s that simple.-Curtis Jackson- 50 Cent
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  • Profile picture of the author Looking4Mentor
    Originally Posted by Scottish View Post

    Anyway, to the topic! What kind of words or phrases do you say that has a noticeable effect on the client, like a knife through butter?!

    Scottish,

    Well the #1 word of all time with any product, industry, and service is the word "FREE". Offering a product or service for FREE while tying it in with a profitable product/service works well. The phrase, "ACT NOW!" produces impulse buying and a sense of urgency for people to think they better ACT NOW or they will miss out on a great opportunity.

    Peace
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  • Profile picture of the author Scottish
    Lots of great stuff for me and the readers to think about.

    Phrases and 1 liners that stop people in their tracks like you've just told them they've won the lottery. There must be loads that are extremely impressive but don't come over 'salesy'
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  • Profile picture of the author M_Jones
    If you don't act now, you will instantly regret it...














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  • Profile picture of the author M_Jones
    Caution: using the title 'consultant' may have legal implications. For my state (california) there is a specific legalise designation for this, and it is a legal professional title, (similar to doctor, lawyer, etc) so be sure to triple check with the state you are in if you're in the USA.
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  • Profile picture of the author terip
    @Scottish

    Your "I only charge what I'm worth" line can work in a different manner, in my opinion. If I were to hear that from a business consultant, no matter how good his background may be, I would think that he is too conceited. He may get the job done but hearing this might make me worry as my first impression on the consultant would be that he will tend to be condescending. Just sharing.
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  • Profile picture of the author RentItNow
    "How's that working for you? You must be getting a lot of customers from that!"

    then once the conversation is started...

    "Tell me about what has worked for you already" and listen. They sell themselves.
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    I have no agenda but to help those in the same situation. This I feel will pay the bills.
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