How to Kill The Price Question
[How-To] kill the "how much do you charge" question
Photo Booth owners often complain about "price shoppers". People that call and immediately ask for a price. Every time someone asks for price in the first 60-sec on a call, and a you respond with a number, you are guaranteed to lose the deal.
Here's the fix:
It's simple. The only thing simpler, is not using it! When a prospect asks "How much is your service?" You say: "It depends on your goal - what made you reach out today?" Then shut up. Let them talk. They'll tell you exactly what they need to hear to justify the price later. That’s it.
Example: Photo Booth business charging $1,200 for 3 hrs.
Old way - prospect asks "how much", you say "$1,2k for 3 hrs.", prospect says "you are too expensive," call dies.
New way:
Prospect: "What's your rate?"
You: "It depends on your goal - what made you reach out today?"
Prospect: "Well, we're getting married and we really want XYZ..."
You: [ask more questions, discover pain/desire]
You: "Great! We can definitely help. In fact, we specialize in [INSERT WHAT PROSPECT WANTS]. The investment is just $1,200.(shut up)"
Why this works: price without context is always too expensive. Give them the context first.
Pro tip: when pitching your service - don't talk about why you are the best, talk about what the prospect wants to hear! The more questions you ask, the easier the pitch becomes.
Deploy and enjoy.
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Actually test this,
Svet | Co-Founder (Photo Booth Masters)
