1) “It isn’t fair to my other clients who pay full price!”
I put that one in quotes, because that’s what I say, word for word, when someone wants to play “Let’s make a deal with Uncle Paul”
When you think about it, it really isn’t fair to reward people based on their ability to negotiate.
I do, however believe in giving reduced pricing based on volume.
In other words . . . want a better price?
Have me coach or train more of your team and you’ll see the pricing I gave you go down.
Everyone get’s the same opportunity. I find things are fairer that way and my clients agree!
2) Quite selfishly, I don’t want to condition that type of behavior with my clients.
I know, I sounded like a real ass when I said that but I’m being straight with ya;
I DON’T want to condition that type of behavior!
Why? Because I don’t want to haggle over every deal going forward, nor do I want clients who want to think it’s “Castain’s Bargain Basement Training Emporium”.
I don’t like cheap people so I don’t keep them around.
I also know something about myself that others might not be so quick to admit;
I won’t be excited about doing work for you if you aren’t paying me what I’m worth!
If I’m not excited about doing work for you, I have no business taking you on as a client.
Which leads us to . . .
With the exception of a handful of people in 5 1/2 years of owning Castain Training Systems;
3) I’m hardly ever asked to lower my price. By the time I’m in front of the bulk of my opportunities, my prospect is 95%-98% sold already because of the amount of content marketing I do via this blog, my podcast, my social networks, YouTube and the communities I manage like my LinkedIn group, Facebook Fan Page etc.
By the time we talk about my services, I’ve demonstrated my expertise, and value, via my content, and there is a high level of trust.
When there is a high level of trust, the need to dance on the “price” thing, diminishes to almost nil!
And I guess we could add a fourth reason . . .
Call me standoffish, but if I know negotiation ISN’T an option, and I’ve predetermined it as being “Out of Bounds”, then . . .
I’m forced to be a damn good sales person vs. the cheapest!
Do you feel that what you do (and how you do it), for your clients is awesome?
Go ahead, you have my permission to be arrogant.
Do you feel, that what you do, (and how you do it), for your clients is awesome?
If you do, then please understand that AWESOME, comes with a higher price.
And by chance, you DON’T feel that what you do for your clients is AWESOME, it might be time to change something!
Would You Like To WIN More Deals?
Then you should join us for our next webinar on August 17th
It’s called “How To Dominate In A Competitive Environment” and we’re going to be taking a much deeper dive into the tip I shared today.
Here’s What You’ll Gain By Joining Us . . .
15 Ways To IMMEDIATELY Set Yourself Apart and Position Yourself To Be The Front Runner!
What To Say/Do When Your Prospect Wants To Take 3 Bids.
5 Ways To Keep Your Prospect Engaged and Focused On YOU; Even Between Meetings and Phone Calls!
How To Maneuver Your Competitors Into A Defensive Position, Without Badmouthing or Getting Dicky!
How To Competitor-Proof Your Book Of Business
You will also learn how to create propinquity (go ahead and look up that word, I had to) so you can ACCELERATE the “courtship”!
Click HERE (or the banner below) to learn more, and to reserve your seat for this important online training session.
