2 LESSONS LEARNED TODAY- URGENCY AND PRICING DISCLOSURE - JEEZ

by jstarx
5 replies
I COLD CALLED A PROSPECT, HE SAID HE WAS BUSY AND WAS DUMPING ALOT OF MONEY IN ONLINE STUFF ALREADY , SO I THANKED HIM AND GOT OFF THE PHONE WITH HIM.

THEN I THOUGHT ABOUT IT, AND IMMEDIATELY EMAILED HIM.... WITH THE SUBJECT LINE.......RE: dont dump alot of money into it

I included screen shots, of my clients rankings and told him I'd work a good deal out with him and get him results, etc etc, and sent him screenshot of his google places listing unclaimed etc....

HE EMAILS ME BACK AND SAID I HAVE HIS ATTENTION NOW, AND HE WILL THINK ABOUT IT.

I EMAILED HIM BACK AND SAID I JUST GOT OFF THE PHONE WITH SOMEONE ELSE IN HIS FIELD THAT WANTS ME TO MEET THEM TOMORROW, BUT IF WE CAN TALK TODAY ILL BE ABLE TO WORK WITH HIM SINCE HE RESPONDED BACK FIRST, BECAUSE I CAN ONLY WORK WITH ONE OF YOU........ ( MADE THAT UP OF COURSE)

HE IMMEDIATELY CALLS ME AND WE NEGOTIATE A DEAL. HE WANTED TO CALL ONE OF MY REFERENCES TO CHECK ME OUT FIRST AND TO HOLD HIS PLACE. ( I LAUGHED TO MYSELF )

LESSON LEARNED - URGENCY AND A SENSE OF LOSS WORKS!!!!

HERE IS THE BAD PART. HE CALLS ONE OF MY CLIENTS ( THEY GAVE ME THE OK TO USE THEM) MY CLIENT TELLS HIM WHAT I WAS CHARGING THEM, AND HE TELLS THEM WHAT I WHAT NEGOTIATED WITH HIM.

SO THEN HE CALLS ME BACK AND SAYS I WANT TO WORK WITH YOU , THESE GUYS GAVE YOU A GOOD WORD, BUT WANTS A LOWER DEAL FOR LESS KEYWORDS LIKE THEY HAVE......... THEN MY CLIENT CALLS CALLS ME WHO I HAD JUST INVOICED TODAY, CHANGING THEIR MIND ON GOING UP TO A CERTAIN PRICE FOR MORE KEYWORDS STARTING THIS MONTH. (BASICALLY ASKING ME FOR THE SAME DEAL I GAVE THE OTHER GUY)


I COULD HAVE SAID NO TO BOTH PARTIES, BUT I MADE EVERYONE HAPPY, AND CLOSED A NEW DEAL. I KNEW TO TELL THEM NOT TO DISCLOSE THAT INFO, BUT I FAILED TO MENTION IT, I WILL BE SENDING AN EMAIL TO ALL CURRENT AND FUTURE CLIENTS, THEY CANNOT DISCUSS PRICING WITH OTHER PARTIES, AGAIN I KNEW THIS ALREADY BUT LEARNED THE HARD WAY, AND LOST ABOUT 250 A MONTH TOTAL BETWEEN THE TWO.


LESSON LEARNED - DONT LET CLIENTS DISCLOSE HOW MUCH YOU
CHARGE !!!!!!!!!!!
#disclosure #jeez #learned #lessons #pricing #today #urgency
  • Profile picture of the author danielkanuck
    Thanks for the story bro. Glad you got the client tho. Good usage of the urgency and sense of loss.
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  • Profile picture of the author RRG
    One thing first: lose the caps lock key.

    OK, lesson here: no cookie-cutter pricing. You're not Wal-Mart selling Bic pens.

    Every client is different, and you provide CUSTOM solutions to UNIQUE problems.

    What ABC Co. paid you has nothing to do what you'll charge XYZ Co.
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  • Profile picture of the author Colm Whelan
    Well done and nicely played. The only issue I have with what you said is telling customers not to discuss pricing. I think they're perfectly entitled to say what they paid to whomever they want. It's their money after all.
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  • Profile picture of the author Joshua Morris
    great lesson learned... well done..

    but stop shouting lol
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  • Profile picture of the author jstarx
    sorry about using caps guys.....lol......

    this has not ever been a concern of mine..... but the 2 lessons i learned were valuable today........ make sure that your clients dont disclose what you charge them, ...... and make sure when a prospect says they are on the fence , make sure your let them know that you may work with someone else if they dont commit, because they feel a sense of loss and urgency..... it works........ just like when you send emails to prospects ... make sure they realize that , you not only emailed them but , their comeptition, and make them feel like if they dont work with you, they are losing out............. lol.......
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