How to respond when a potential client says you are too expensive

How to respond when a potential client says you are too expensive

Sales is the most important part of any business. Without sales, you have no client, which means you have no business. Even though it is a vital part of your business, for most it is their least favorite part. There is a constant fear of rejection, feeling like you are being pushy or too “salesy”. The reality is to have a thriving business you need to be good at sales.

I really enjoy speaking about sales with other business owners and the biggest question I hear is: what do you say when a prospective client says your services are too expensive?

First of all, the price is hardly ever the real issue. In some cases, a person will simply not be able to afford what you offer, but it is more likely one of the two following reasons:

  • They are not seeing the value in your offer
  • They think you are the same as a cheaper option they have found elsewhere

So, how to respond to these objections?

Focus on Your Value & Expertise

During the sales process avoid focusing on price. This is your chance to demonstrate why what you offer is the answer to their pain point. If after you have presented all this the answer is you are too expensive as some follow-up questions about what they would pay to solve their stated problem? Whether they buy from you or not, the follow-up conversation will tell you if you explained the value of your offer well, or if they are price shopping.

Offer Less (If You Want)

Another option is to reduce the services you are offering to reduce the price. I never recommend discounting your prices and offering the same level of service, but you could reduce your offer to bring down the price. Only do this for clients you really want to work with and who might move into your full price offering later.

Move On

Finally, you can simply move on. Some prospects are truly price shoppers and no matter how much good your product or service could do in their life or their business they will never be a client. This is OK! It is better to get a clear no and free your time for other clients who will see value in you and what you offer.

My method is to spend the most time in the sales process educating and qualifying why you are the best choice based on your offering, not your price. You want your potential clients to decide based on what is the best product or service for their need, not based on price comparison. Rushing to the close of a sale does not allow your potential client time to realize you are the best decision because of your offering and expertise, not because you are the cheapest price.

about

Danielle LaFleur

Danielle is a serial entrepreneur and has been creating and running businesses for over 20 years. She currently operates Easy As Pie Design, a website design firm and Build Your Mastermind, a business consulting agency.

Danielle has been featured in over 30 publications, worked with National Geographic in over 50+ countries, and has created a process for extracting an ROI from an ROE in training and development which is currently being used in over 100+ corporations.

Danielle encourages all of those that work with her to deep dive into their values, maximize those natural talents and skills, and create the life they have always dreamed of. She is a full believer that when you align yourself with who you are meant to be, there is an opportunity around every corner.

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What is Intentional Living & How to Do It

What is Intentional Living & How to Do It

You may have heard a lot of talk about intentional living or being intentional. It is a popular concept right now and although it may seem like a new fad it is really a great way to appreciate the life you have while working toward the life you dream of.

What is Intentional Living

Intentional living has been defined as any lifestyle based on an individual or group’s conscious attempts to live according to their values and beliefs. These can include lifestyles based on religious or ethical values, as well as coaching, personal transformation, and leadership training. (Wikipedia)

To put it into simpler words it is living a life that fulfills and enriches you every day. This means focusing on the things that matter and letting go of the things that don’t.

Why It is an Important Practice

Intentional living is the quickest path to getting rid of the stresses and pressures that weigh on us every day but we think are just a part of life. If you are living intentionally, you say yes to what you love and no to what brings you down. Now, you can’t say no to everything you dislike! Laundry still needs to get done and you have to do certain things that may not be at the top of your fun list, but there are things that are 100% in your control to be intentional about.

Let’s take the example of having a hectic morning. If your day starts with your kids waking you or your alarm goes off with just enough time to through yourself together and get out the door, you are setting your day up to feel rushed. If you change your morning to a more intentional routine, where you have time to read or journal or exercise you are changing the tone of your morning. You can create a routine around what is important to you and do it intentionally every morning.

Being intentional means taking stock of what you want your life to look and feel like and figuring out ways to move toward that goal. It also means adjusting other activities in your life that are not serving your goal. Do you want to spend more time with your family but you are too busy with outside obligations? By intentionally choosing where you spend your time you can create the time for what you want to fill your life with.

Five Ways to Be More Intentional In Your Life

  1. Create a morning routine to start your day off right (link to MM post)
  2. Express gratitude every day, it can be easy to take what we have for granted. By appreciating what we have you shift into a grateful mindset.
  3. Create keystone habits. These are small habits you do every day like making your bed, working out in the morning. These foundational habits help create a day full of intentional actions.
  4. Write a letter to your future self. This letter should outline what you want your life to look like. How you spend your time, where you volunteer, etc. Use this letter to guide the choices you make. If something does not line up with your letter, think carefully about taking on that obligation.
  5. Create time in your life. Living Intentionally is not meant to give you more time to accomplish more. When we are overscheduled, we can lose sight of our intentionality. Make sure there is white space in your life to just be.

When you are evaluating your life and trying to be more intentional remember that how we spend our days is how we spend our life. By creating more intentionality, we can spend more time on the things and with the people we love and this makes for a happier and more fulfilling life.

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Creating a Visibility Strategy for Your Business

Creating a Visibility Strategy for Your Business

Business owners at all levels are usually looking for more visibility. You may be just starting out and need all the visibility, or you are looking to launch a new service and need more visibility around your new idea. No matter what level of business you are at, having a good visibility strategy will help reach your goals.

Local activities should be the first place you start. Often, local markets are overlooked because there is an idea that online is more effective and far-reaching. In reality, your local market may be your best audience. You are more likely to meet people in person and increase the know, like and trust factor which increases the speed of the sales cycle. Some local visibility activities you could implement are:

Speaking

Speaking at local events such as networking groups, local conferences and classes can get you in front of your ideal client and allows you to meet potential clients face to face.

Sponsorships

Finding a place to add your business as a sponsor can be a great place to gain visibility. You want to make sure you are sponsoring something that aligns with your business and will get your name in front of your target market.

Networking

Good old-fashioned networking might not sound glamorous, but it is still effective and necessary to grow your visibility. Find groups that you think your target market will be attending and get involved.

Online Visibility is step two in your strategy. In addition to having an online presence via social media, your website and blog there are many opportunities to not only be seen online, but be viewed as an expert in your field.

Podcast Guest

Being a guest on a podcast is a great way to get in front of a group of your target client if you are on the right podcast. Research podcasts that you think your ideal client would be listening to and listen to a few episodes. If it is a good fit, then find out how the podcaster finds their guests and follow the process.

Online Summits

An online summit is similar to a conference, but all online. So, you can be a speaker but avoid travel costs. There are online summits all over the internet, so you want to do some research to find the right one for your market.

No matter what stage of business you are at a good visibility plan is key to moving you toward your goals and increasing your pool of potential clients who would love to work with you.

about

Danielle LaFleur

Danielle is a serial entrepreneur and has been creating and running businesses for over 20 years. She currently operates Easy As Pie Design, a website design firm and Build Your Mastermind, a business consulting agency.

Danielle has been featured in over 30 publications, worked with National Geographic in over 50+ countries, and has created a process for extracting an ROI from an ROE in training and development which is currently being used in over 100+ corporations.

Danielle encourages all of those that work with her to deep dive into their values, maximize those natural talents and skills, and create the life they have always dreamed of. She is a full believer that when you align yourself with who you are meant to be, there is an opportunity around every corner.

Join Our Community of Amazing Women

Be the first to know about upcoming events, new shows and stories!

Decluttering and Organizing Your Home for Spring

Decluttering and Organizing Your Home for Spring

Has anyone been watching Tidying Up on Netflix? Decluttering and getting rid of things that do not bring you joy is all the rage right now. To the point, that second-hand stores have been overwhelmed with donations and if you are a thrifter it is a great time to be out shopping.

Even if you are not ready to go full Marie Kondo on your belongings, spring is a great time to clean out unwanted items and start the new season with a clean and decluttered home. We have a simple strategy for decluttering and organizing room by room.

Empty the Space

The first step is to pick a room and completely empty the space. It may seem like a lot of effort, but by removing everything from the room you avoid just creating piles and burning out. So, empty the entire space and start from scratch.

Create a Vision

Your next step is to figure out what your vision is for the room. Are you turning a guest room into an office? A family room into a guest room? Before you start filling your room back up with stuff have a clear vision of your end goal. If you do not have a clear vision your room will end up right back where you started, cluttered and full of stuff you do not actually want.

Sort, Sort, Sort

Next, start sorting everything from the room into two piles; keep and out the door. The things in the keep pile will either go back into the room or will be found a home somewhere else in your house. The out the door pile are items that will either be leaving in the trash or you will donate or sell.

Deal With the Out the Door Pile

Although you may want to get right to organizing the room you should start with the out the door pile. Sift through and determine what is trash, what could be useful to someone else and what is valuable enough to sell. From here take out the trash, make a trip to a thrift store and list or consign what you want to sell.

Rebuild and Organize

Finally, you start working on your room. Bring in items from your keep pile that help you achieve your vision for the room. When you bring an item in, make sure it has a place in the room. No piles in desk drawers and unsorted boxes hidden in the closets. Every item needs a home. If there are items in your keep pile that did not make the new room but still need a home, find a place for them somewhere else in your house.

This process may be time intensive based on the size of the room and the amount of stuff you have, but it is well worth the effort. It is very freeing to have less clutter and start the spring season with less stuff you do not need in your life.

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Forgiving Yourself Before You Can Forgive Others

Forgiving Yourself Before You Can Forgive Others

As a Forgiveness Coach and author of the book Forgive Yourself, Brenda Reiss believes that forgiveness is a truly sacred act. She knows from experience that no matter how far we’ve been or how far we have left to go, forgiveness can transform our pain into peace and free us to live unapologetically joyful lives.

For Brenda, life has been a series of painful trials. As a survivor of abuse, addiction, divorce, major health issues and more, she’s risen from the ashes of these experiences to discover that recovery is not a destination– it’s a process. Through the healing process, it is the forgiveness work that forever changed her from victim into victor in the story of her life.

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