Are Your Callers Shopping Price?
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In many cases, people who call to inquire about your services don’t really know what they should be asking you…so, asking for your price is always a safe bet. If you get one of these calls, suggests Steve Wernick of the event videographer’s organization 4EVER Group, the first thing you should do is ask THEM a question:
“Is the lowest price REALLY the most important thing that you’re looking for?”
If they say “Yes, I’m looking for the lowest price,” Steve advises that you simply give them your price and let them handle it from there.
Of course, you should be sure to give them all the BENEFITS of doing business with you before you tell ‘em the price, and I agree. If you were a videographer, for example, this is where you’d give them your number of years in business, the number of happy couples that have used you to capture their wedding in flawless detail, the number of companies and businesses that have found you to be a reliable, no-hassle resource for taping their meetings and seminars…you get the idea. Talk about the benefits of doing business with you…then give them a price.
If, on the other hand, if they say, “Well, price IS important but we’re looking for someone who can do a good job for us…” Bingo! There’s your lead-in. There’s where you start solving their problem and establishing all the benefits that your skills bring to the table!
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