How to Deliver Your Price Quote with Confidence

Written by Kendall Summerhawk


Continued from page 1

2. What if...you list whatrepparttar client is getting if they choose to accept your proposal? Now you are deepening your case for results thinking.

3. What if...you tellrepparttar 120706 client boldly and with emphasis, that you can deliver that result forrepparttar 120707 price of X? Now you are keepingrepparttar 120708 emphasis on results, not on price.

Each of these 3 steps follows my foundation principle: It's Not About You, It's About Them! When you make it about "them" your confidence will soar! Now it's your turn!

Weekly Marketing Wisdom **Marketing wisdom you can use right now!** Free chapter of marketing workbook when you subscribe! subscribe@kendallsummerhawk.com archives: http://www.kendallsummerhawk.com/free-articles.html


How to Avoid the 'oops' of Giving your Price too Soon

Written by Kendall Summerhawk


Continued from page 1

Stick to your guns. You can answer -

"I can't give a ballpark until I knowrepparttar specifics of your situation. Would you mind if I asked a couple of questions to find out about your XYZ?"

Or

"Actually, I can tell you exactly whatrepparttar 120705 fee will be for your project (or coaching or ... fill inrepparttar 120706 blanks with your service) once I understand exactly whatrepparttar 120707 specifics are of your situation. May I ask a couple of questions to figure that out?"

Now, I knowrepparttar 120708 grammar in these examples is not textbook perfect. It's not meant to be. Our written English is quite different fromrepparttar 120709 way we speak, so I've written them as you would say them, not to win a grammar contest.

But let's get back to what happens if your almost-client is insistent you name a number they can hang their hat on.

Don't do it. Yes, I know this takes a bit of courage but here is what I believe: There is no way I can give an honest answer without first understandingrepparttar 120710 person's situation. And honesty is a critical value for me. I bet that honesty is a critical value for you too. So from a position of honesty, it becomes easy to stand your ground - firmly, calmly and withrepparttar 120711 utmost respect.

Here is a tip - match your words and your tone of voice torepparttar 120712 person's level of insistence. I remember well how a woman who owned a Medical Billing company had a Physician's Office Manager insist she give her a quote right away. Her answer? In firm tones and with confidence she replied, "I can't give you an honest answer until I know how your office runs. Every office is unique, including yours. May I ask a couple of questions to find out how your office functions?"

Use this simple strategy and you'll never fall intorepparttar 120713 trap of giving away price information too soon again!

Now it's your turn!

Weekly Marketing Wisdom **Marketing wisdom you can use right now!** Free chapter of marketing workbook when you subscribe! subscribe@kendallsummerhawk.com archives: http://www.kendallsummerhawk.com/free-articles.html


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