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 has over 27+ years in Marketing, IT, and Network design, development, and workforce leadership training. She is the owner of Gray Lux, Inc. She understands the real needs every small businesses has in creating value online and in-person with their clients.

She is dedicated to creating successes for her team and her clients.

Danielle has helped hundreds of small businesses maximize extra revenue streams, 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.

Tips to create Business Visibility Strategy in 2021

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.

Create a Business Visibility:

In order to be known to everyone, you need a better business visibility strategy. You need to analyze the audience, and curate an audience-centered business visibility strategy to get decent outcome. Some local business 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 business 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 business 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.

Also Read: Why You Need A online Strategy For Your Website and Marketing Plan

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 has over 27+ years in Marketing, IT, and Network design, development, and workforce leadership training. She is the owner of Gray Lux, Inc. She understands the real needs every small businesses has in creating value online and in-person with their clients.

She is dedicated to creating successes for her team and her clients.

Danielle has helped hundreds of small businesses maximize extra revenue streams, 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.