He looked at me and there was a long silence. He said " Kim - I never thought of it that way. I will go ahead with your proposal."

HOORAY!

2. Don't start your conversation with price. Give your customer investment only after they understand major benefits of your product or service. If you start with price - I guarantee you are heading down rocky road of objections.

3. Allow customer time to think. Just because there is silence doesn't mean you need to start "folding your price." Let them think it over.

4. Look at word COMPROMISE in a new way. You know what dictionary has to say on word COMPROMISE? " A settlement of differences in which each side makes concessions." Look at word this way: CO-M-PROMISE. Basically it is a promise made by 2 or more people to meet in middle. It isn't called ONEPROMISE!

If your customer is genuinely concerned with investment - then you have some choices. You can either fold like a taco and drop price considerably. (Not a Diva recommendation!) Or you can provide added value/decrease in pricing based upon a commitment from them in a volume buy, or repeat business over a duration of time. You can also decrease your price but also delete some of your services as well. Say "I can definitely work within your budget, however, we will have to reduce "this" from package.

Remember - Desperation Isn't Pretty!

Once you have established a relationship with a customer that is based upon you folding like a taco - you will find it very difficult to increase your rates in future.

So stick with your guns, believe in yourself and what your business brings to table!

Copyright© 2005

Take a tip from advertising world – top of mind awareness is always their goal. How do you achieve this? By constantly ensuring you are in front of your potential perfect customer. You also don’t need a big budget to do this!

Attend association meetings your perfect customers would join. Have marketing materials that create WOW factor. Absolutely DO NOT – I repeat – DO NOT CREATE A BUSINESS CARD ON YOUR COMPUTER. Homemade business cards are not rocks – they are little pebbles – and they don’t make a positive impact on your future or existing customer.

NEVER LOSE SIGHT OF THE RIPPLES

Referrals are one of ripples you want to see in your business. This only happens by treating ALL of your customers with care and attention – ALL time! One ripple method is using thank-you cards. If someone gives you a lead, helpful information, or buys from you – you MUST send them a thank-you card within 7 days. The faster better. Handwritten and not just with your signature. Show appreciation to customers and to those who help you! It creates ripple effects beyond your wildest imagination!

Copyright© 2005