Super Nervous...Going For Big Deal Tommorow

17 replies
So, I am going into a meeting with the owner of a plasterers business. They have a large storefront, so obviously the business is looking like at least 10-15 employees.

It's for this reason I am going to pitch my largest package yet (it's tiny compared to most of you guys haha) :

- SEO for website and youtube video for 3 keywords
- Professional youtube video using animation/their photos and voiced over using Fiverr
- 10 page website design

All for $1500 setup and $500 per month

Would love feedback on :

1. The pricing
2. Ideas on pitching it
3. What you think my chances are

Thanks alot guys and wish me luck!!
#big #deal #nervousgoing #super #tommorow
  • Profile picture of the author agkfl
    Be confident, dont be afraid to walk away from the sale if they try to tell you your business, make them have "Fear of Loss".
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    • Profile picture of the author RRG
      Make it $1497 and $497 per month.

      Tell them it's usually $2497 and $797 per month but you are offering a significant discount for some reason (your thinking cap will reveal the compelling reason why).

      Don't reveal your price (even if they ask) until the very end.

      Closing questions you can use:

      1. "It makes a lot of sense to me, Scooter. What do you think?"

      OR

      2. "Why don't you give it a try."
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      • Profile picture of the author agkfl
        Originally Posted by RRG View Post

        Make it $1497 and $497 per month.

        Tell them it's usually $2497 and $797 per month but you are offering a significant discount for some reason (your thinking cap will reveal the compelling reason why).

        Don't reveal your price (even if they ask) until the very end.

        Closing questions you can use:

        1. "It makes a lot of sense to me, Scooter. What do you think?"

        OR

        2. "Why don't you give it a try."
        First question is a great question, but the second one I would suggest assuming the sale, it should be "I think you should try this out, it will benifit you greatly, you will be ahaid of your xyz competition, and profit greatly. " Everyone in the end wants to see $$$.
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        • Profile picture of the author RRG
          Originally Posted by agkfl View Post

          First question is a great question, but the second one I would suggest assuming the sale, it should be "I think you should try this out, it will benifit you greatly, you will be ahaid of your xyz competition, and profit greatly. " Everyone in the end wants to see $$$.
          Well, that's straight out of the Brian Tracy playbook, so I think it's OK.

          A couple more things I thought of:

          Have some sort of downsell ready. In fact, having a basic and deluxe package available is a good idea. This way they are deciding between this and that instead of yes and no.

          Offer some sort of bonues(es) if they take action by a deadline.

          I could go on but I just ran out of time for now.

          Good luck!

          RRG

          P.S. OK, one more. You MUST have the attitude, "I couldn't care less if they say yes or not. I don't need their business."

          Positioning and confidence . . . crucial.
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      • Profile picture of the author MonteMichaels
        I like the discounted prices, but I do not care for the questions so much.

        Use the discount for "starting now" or "end of the month special". Use the discount as a close and let them know that the price will be back to full at the beginning of the month.

        Originally Posted by RRG View Post

        Make it $1497 and $497 per month.

        Tell them it's usually $2497 and $797 per month but you are offering a significant discount for some reason (your thinking cap will reveal the compelling reason why).

        Don't reveal your price (even if they ask) until the very end.

        Closing questions you can use:

        1. "It makes a lot of sense to me, Scooter. What do you think?"

        OR

        2. "Why don't you give it a try."
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  • Profile picture of the author sloanjim
    i think only he knows right now how "warm" he is to the idea. Maybe you are pitcher number 99 out of 500+? Maybe the only one? Maybe he's testing..maybe he's keen to start? You'll know tomorrow.
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  • Profile picture of the author Nathan Alexander
    Listen, ask questions and talk far less than feels comfortable. If he's warm he'll sell himself with the right questions and probing from you.

    Take genuine interest in what he's trying to do to grow his business. Genuine, sincere interest and mold your solutions to fit his needs and wants.

    You won't impress him by knowing everything, but you'll get his trust and respect by caring and listening. So relax and have fun.
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    • Profile picture of the author Blase
      Nathan, hit the nail on the head.

      Don't sell! Ask questions that are answered by the benefits
      that you and your services bring to the business.

      Don't be worried learn from every call you make.

      If there are any competitors in the area it works very well
      to mention that you will only provide these services to one
      plastering business in the area, so if he's not interested his
      competition will be.

      Fear of loss is a UUGE motivator.

      Now go sell something,
      Signature
      "Nothing Happens Until Something Is Sold"
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  • Profile picture of the author MonteMichaels
    Make sure that you ask for the money. Don't just throw your prices out there and cringe. Give your price and ask for them to get started.
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  • Profile picture of the author Nathan Alexander
    (Hey Blase, being so close I've got to check out your site on marketing material. Fantastic)
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    • Profile picture of the author Blase
      Originally Posted by Nathan Alexander View Post

      (Hey Blase, being so close I've got to check out your site on marketing material. Fantastic)
      LOL! That's only about 10% of what I have.

      Here is the funny part, everybody on this forum continuously asks
      marketing questions and only one person has bought something.

      Nobody wants to dig and learn everybody thinks there is an easy button.

      That's why I stopped listing stuff, waste of time.

      Thanks for the comment Natan.
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      "Nothing Happens Until Something Is Sold"
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  • Profile picture of the author sandalwood
    payoman,

    Somebody already said be confident. That's great advice because walking in like this is your first time will glow and they will know. Talk to them like it is already a done deal. Keep saying "we will do..." When it comes time to ask for the money say something like

    All I need to get started is a deposit of $XXX. This will be applied to your retainer and you'll be billed monthly at $YYY a month.

    It worked for us on our first client. They felt like they had ownership because we kept saying we (meaning them and us) will do. BTW, we did outline what we expected of them and so far they have always done it.

    If you like it, use it. There have been some great ideas presented already. Mine is just another idea that worked. Your situation is obviously different from ours but in essence your presentation and their commitment are the same.

    Good luck!

    Tom

    Originally Posted by payoman View Post

    So, I am going into a meeting with the owner of a plasterers business. They have a large storefront, so obviously the business is looking like at least 10-15 employees.

    It's for this reason I am going to pitch my largest package yet (it's tiny compared to most of you guys haha) :

    - SEO for website and youtube video for 3 keywords
    - Professional youtube video using animation/their photos and voiced over using Fiverr
    - 10 page website design

    All for $1500 setup and $500 per month

    Would love feedback on :

    1. The pricing
    2. Ideas on pitching it
    3. What you think my chances are

    Thanks alot guys and wish me luck!!
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    Get 30% or More Retirement Income If you are serious about your retirement, you'll love this product.

    The Money Ferret Finance Article Directory
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  • Profile picture of the author ketset
    Let us know how it goes, I think it is a reasonable price and imagine If you had ten meetings like this a month and they all went well! You'd have that Ferrari in no time. Good Luck and most posters are right when they say just state your price, don't be afraid of that.
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  • Profile picture of the author iRunThis
    To be honest, I feel like you could charge a lot more than $1,500. That's around the price I would charge to get a company on the first page of Google for 3 - 5 weak keywords (local city + business name). The 10 page website alone is worth about $700 - $900. People sell 5 page websites (including privacy policy, contact us, about us [So really, 2 page websites]) for around $397 - $597. You're offering them a mega discount, which is cool if that's what you want. But I personally, would raise the price.

    Show them this website: SEO Packages Proven To Get Results, Starting at $1499 Per Month. ThinkBIGsites
    All credits for this website + method goes to becker13 for this thread.

    Or any other website offering over priced SEO for that matter. Tell them that you'll be able to give them double of what the platinum package on this website offers, plus a youtube video and a 10 page website for 1/3rd of the price, or you could even say for half of the price if you wanted to go for $2,497. Also, make sure that you make it clear to them that not only does this website charge $5,000, they charge it every single month and they're paying you a one time fee and then a small monthly maintenance fee to make sure that they stay up in the rankings.

    It all comes down to your confidence in your job though. If you honestly believe that you can bring these people more business and back it up with your work, you're worth a lot more to them that $1,500 one time fee. Although, you also have to take into consideration how much profit they would gain from a new client, that's how I would base my pricing.
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  • Profile picture of the author sloanjim
    sure start at $100k and come down a bit..see what he looks like wehn you mention $100k.
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  • Profile picture of the author mhdeaton
    Remember this while your pitching - they are going to summarize and delete most of what you say unless you have something NEW and DIFFERENT.

    The moment you start your pitch their croc brain kicks into high gear and they go into protection mode - protection from a long boring pitch and protection from buying and their brain goes into protection mode. - almost fight or flight.

    Know this in advance - I disagree with the above old school --

    "So doesn't this make sense"
    "Why don't you give it a try"

    that screams desperate and it throws up red flags - forget trial closes and all that BS its old school and only works if you plan on pitching 100 people and closing 10.

    I don't know about you but those numbers suck.

    Want to close 75%?? Startle them - pitch on your terms - if decision maker isn't there explain that you will wait 5 minutes and then you have another appointment.

    Don't laugh with them and don't get into bottle water small talk. Don't talk hunting and fishing talk business - they want an expert and your small talk BS only begets a lack of confidence and weakness.

    Be dead serious to the point and when you hand them the offer tell them it expires in 6 days because your promotion ends then PERIOD.

    Then say you gotta run because you have another appointment.


    make sure before your close you do the following

    Set yourself up as the expert
    Tell a compelling story
    offer a killer solution
    Have a hook just like a sales letter would

    During your pitch its imperative you are in control and your buyer will do an amazing job at trying to gain control as soon as he does that you have lost your guru status.

    Remember every social encounter brings together frames you will be the strong one or weak one PERIOD - this is why you avoid small talk and bull**** its a sign of weakness and you elevate their status by doing it.

    If you don't OWN the frame you are being controlled by them!

    They will use TIME, their power and status, and even begin to analyze details to take control - once they do this you are being controlled.

    This stuff is all in a great book, in fact the best Ive ever read called "Pitch Anything" by Oren Klaff - he's an amazing guy and his book is revolutionary

    Mark
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  • Profile picture of the author RRG
    Guys, Brian Tracy has forgotten more about selling than most Warriors will ever know.

    His close, "Why don't you give it a try?" works.

    If you don't believe that, why don't you give it a try?
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