How Much Will This Cost?

Article from ContractorSelling.com

What happens when a customer asks your price upfront before you’ve discussed any aspect of the problem or even before you finished your diagnosis? Are they just shopping around? Are they trying to disqualify you? What do they want you to answer to this question?

If you fire off a verbal quote or put together a beautiful presentation package of information with some great brochures what are the chances you will get this job?

Is what you are doing different than what your competition will do? You can say the price now and hope or you can ‘dig in’ and save you and the customer some time, and operate like a professional who is presenting their services rather than a vendor of parts and materials.

Price is rarely the determining factor when buying service. An incredible rock-bottom low price isn’t all that great if the quality sucks or if the customer has to call 1-800-TOUGH LUCK to cover a repair or install problem under warranty.

When we buy, is price the ultimate factor in every purchase? Do people drive the cheapest car? Would you live in the worst neighborhood because the price was lower? It’s still a house isn’t it? I mean it has a roof and walls right?

You or your customers rarely buy that way. Get it straight. The price is not a factor. It’s just an interesting way to negotiate. Something most people do from a subconscious platform without really thinking. This kneejerk reaction stems from our family history as to how we view money.

Does your family think they are doing each other a favor of they can find something cheaper for each other? If a higher price usually means a higher quality then are we really doing them a favor?

Price is an intellectual way to justify decisions publicly but all people buy on emotional factors. That doesn’t mean price isn’t an important factor. However, after people have made an emotional buying decision they’ll justify it intellectually.

Just question the customer about their REAL view on the price and this may just be enough to wake them from the subconcious world and make them realize that the lowest price isn’t always the best.

Understand that any question will get you an intellectual response first. You have to be ready to ask at least 6 times to get to the emotional reasons.

Just have 6 questions ready when a buyer questions your price and be ready to increase your close rate to over 98%. As usual, the answer is always really a question.

ASK YOURSELF THE FOLLOWING…
Are your prices being shopped all over town with your competitors?
Are you tired of hearing, ‘I’ll need to think it over?’
Is the time it takes to sell your jobs taking way to long?
Do you feel uncomfortable when a customer says no or your price is too high?
Are your customers stalling you with excuses?
Do you find yourself giving away your companies products or service?
You want to handle objections but you can’t get the words out of your mouth?