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Here's how to ask for high prices...

by Stewart Alexander
10 replies
If you've ever struggled to ask offline clients for high prices and wondered how others do it - and keep a straight face, check out this short video.

#high #prices
  • Profile picture of the author seoextremewithsophie
    Great video but still sounds like a hardsell. Varny is bamboozled.
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    Sophie Choung
    Solo Ad Queen

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  • Profile picture of the author KingOfContentMarketing
    I think he could have done a much better job of explaining the cost of NOT taking control of your reputation if you are a celebrity or corporation. Give an example of someone who lost money or opportunities due to poor online reputation. He was explaining price but not building value.

    They kept jumping on him and interrupting, but you can't let them dominate the whole thing. You have to fight for your chance to give your complete story, even if it is in 15-second sound bites.
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    Marketing is not a battle of products. It is a battle of perceptions.
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    • Profile picture of the author Claude Whitacre
      Originally Posted by KingOfContentMarketing View Post

      I think he could have done a much better job of explaining the cost of NOT taking control of your reputation if you are a celebrity or corporation. Give an example of someone who lost money or opportunities due to poor online reputation. He was explaining price but not building value.

      They kept jumping on him and interrupting, but you can't let them dominate the whole thing. You have to fight for your chance to give your complete story, even if it is in 15-second sound bites.
      Yeah, I would have also said that "this service isn't for everyone...only high profile individuals, and companies that depend on their reputation".

      Of course, that's pretty much all companies and celebrities..but it feels exclusive.
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      • Profile picture of the author DABK
        Yes, he could have explained better.

        What you guys are missing, which the OP wanted to draw attention to, the guy was sure about his prices, knew what he could do, what would cost him, how much he wanted out of providing the service.
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        • Profile picture of the author Claude Whitacre
          Originally Posted by DABK View Post

          Yes, he could have explained better.

          What you guys are missing, which the OP wanted to draw attention to, the guy was sure about his prices, knew what he could do, what would cost him, how much he wanted out of providing the service.
          Yeah, he didn't wince, laugh, act nervous, say "But...", or get defensive when the hosts said the obligatory "Oh, that's soooo much money"
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  • Profile picture of the author Dennis Ray
    Fame causes money to move.
    If you want to be able to charge more, and happily get that money - become more famous in your niche, become the MOST famous in your niche.

    When you enter a new niche,
    You just need to now figure out how people in that market assess that someone is a celebrity and you need to replicate that as much as possible.

    In conclusion...
    The more money somebody is making, the less of the money is being paid for what they do.
    A lot of the money is being paid for who they are to their market.
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  • Profile picture of the author Jeremy Bratcher
    Masterful is the word that comes to mind.

    I didn't even realize what he was really doing:"selling by example".

    Mike was managing his own reputation in the interview and quite well as Claude pointed out. He dismissed the objection that mattered (price) while dodging softer ones about how it worked by explaining the process perfectly.

    Wow.
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    “The question isn’t who is going to let me; it’s who is going to stop me.” – Ayn Rand
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    • Profile picture of the author Stewart Alexander
      Guys, the main point of me sharing this video was to answer the question we see over and over again on this forum, "How much shall I charge?"

      The answer is, as much as you feel comfortable asking for. Point is, when you feel as comfortable as the guy in the video does, you can ask those prices.

      There was a point in my offline business, when I thought it was OK to build websites for free and just ask for a small hosting fee. I no longer do that. Experience has taught me that my time, knowledge and expertise is worth a premium, however I must add, I would never have gotten to this point if I didn't go through the "I'll do that for free, or dirt cheap phase".

      The way I look at it is like this...

      It's like a journey. I call it the self-confidence journey. somewhat similar learning to ride a bike as a kid.

      You start out all jittery, some days you're even afraid to get on an try ride the damn thing. Same goes in business, sometime we're afraid to do the things we need to do to get to where we need to be, like picking up the phone and talking to people.

      Maybe you even need stabilizers for your bike, just like in business, you think you need the next hottest WSO... gives you that safe feeling for a while right?

      Eventually, after falling off and bruising your knees a few times (I.e. failing at the latest, sexiest push button method), you actually start to ride that sucker (you realize this is a real business and start treating it like one).

      Everyday you take that baby for a ride.

      You're know riding over hills and valleys, taking it off-road and jumping ramps, riding with no hands! You confidence is soaring sky high... you're an expert!

      And same goes for your business. you tried so many ways, built up your knowledge and tools base, and now you know your stuff. Now you can confidently look clients in the eyes and ask for what you are worth, because you know the value of what you can deliver.

      It's getting to that point that's the most important part. It's a process for most, some just wake and decide they are worth much more, but most have to learn to ride that bike and become proficient enough to the point where they feel "I can do this!"... and do it!

      I was one of those people, what about you?

      Now watch the video again, but this time focus on how he presents his prices, not what he should and should not have said. The lesson is in the delivery, that's what I wanted to impart on you with my OG post.

      Enjoy and keep the comments coming.

      Thank you.
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  • Profile picture of the author trader909
    lol..shows you can make big money selling B*S*
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  • Profile picture of the author Rus Sells
    He CAN'T explain it better, especially on national TV because he'd reveal that he's intentionally manipulating the search results on Google.

    They KNOW the boat is only going to float so long otherwise why would they stick their heads above the radar? In order to make as much money as possible off naive people before Google drops the hammer down, and it will come down.

    I watched him very closely and he never looked Stewart Varney in the eyes once when he talked about pricing or the methods which he was very sketchy and vague about.
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