Do you offer web design services? Here's a tip to justify higher prices.
Obviously I can't compete with budget firms that are everywhere, charging a few hundred bucks for a site. Granted, these sites are pretty much glorified templates, but I still had trouble justifying the (much) higher dollar amount we charged. Just saying "your site will be 100% unique because we code it from scratch" or "we offer unlimited revisions until you're happy", or "we provide on-site SEO to set a solid foundation if you want to rank it in the future" don't cut it because most people we talk to don't see the value in these benefits/features.
So I came up with an explanation that works. When asked about my pricing I now say something to the effect of:
"You want us to design your website because we come from an Internet marketing background. We help your website achieve what you actually want it to do. We know where exactly to lay out certain elements of your site to get visitors to complete the action you want, be it to buy products, join your mailing list, give you a call, and so on. If you hire a designer, they'll make you a pretty website, but it won't accomplish what you want it to do."
Whenever I say that I can see the prospect light up, followed by "Ahh, I see", "Exactly", "That makes sense", and so on. It's really helped me overcome the price objections. I hope it helps you as well.
Sherry
http://BrandWhisperer.net
http://BrandWhisperer.net
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