Over the years, I have learnt something in my sales meeting both virtually and physically.
I have seen the power of listening to my clients deeply, asking targeted and thoughtful questions to get an aerial view of the project at hand and then, helping the client to summarize the whole problem and the solution he/she is direly looking for. This is, of course, more of a coaching approach than a selling approach. But it works like magic. I have seen clients feel so emotionally drawn and vulnerable just by feeling perfectly understood. Truth is, I don’t think anything still beats this feeling.
It is after achieving this emotional climax that you are safe to start calling your price and still maintain your stand. A lot of people get terribly priced down because the client is still skeptical and just trying to see if you’re really worth that price you’re calling. You can never sell higher when all you talk about and confront the client with is price and past works. No one cares how good you are until they see how good you care and understand them first.
Now, this is not to say you shouldn’t flaunt your expertise and make them know you’re the real deal. Of course, you must do that, but how you do it is what matters. Show that you’re really an expert by leaving your past victories and entering straight into the new battle your client wants to win. They have seen your past victories and that’s why they came. Right?
Now that they have called for a meeting, put the past victories aside. Get to know the current battle at hand and use your batter experience to unravel the new one your potential client is bringing. That is how you flaunt expertise. At this stage, the client begins to feel like, “I knew I was right for choosing you…” It’s at the point of maximum security and heightened expectation that you start to call your price. At that point, the client now knows the value he/she is paying for.
Invest in building brand perception
You can never charge high when you appear cheap. Before price negotiation starts, your client already has a perception of how much is too small or too big to pay you. And guess what? They from that perception from what their eyes have seen so far. How much attention are you paying to your customer touch-points i.e. areas where they come to see what you do and form their opinions about you? It could be your office space, website, social media channels, signage, customer service, etc. Perhaps, some of these aspects of your business need a revamp! We’re here to be of help. Just say firstname.lastname@example.org