Sell the value, not the service

Sell the value, not the service

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Too often small business owners feel they must offer a price for their services the moment a prospect asks. I’ve learned not to.

Here’s a different option –

“So, how much will this cost?”

“Good question. Before I can answer, I want to make sure we agree on the work at hand and what you expect. I’ll put that into a short proposal and email it to you within 48 hours. If everything is fine, let me know and I’ll send you the final proposal with a suggested investment.”

“Okay, let’s do it.”

This way, the prospect understands the benefits (or true value) of the work before seeing the price. That can make the difference between a ‘yes’ and a ‘no’.

How do you react when a prospect says, “What’s it going to cost?” Would a different way of handling the financial side of things work for you? Would you be willing to try it?

Monthly inspiration

“Acknowledging the good that is already in your life is the foundation for all abundance.”

– Eckhart Tolle


Feel free to share this post with anyone who might benefit. For a collection of sales tips, visit my website


Photo Credit: © 2008 Duckie Monster, Duckie Monster on Flickr

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