You know who needs your product or service more than anybody? The person that can’t afford it.
Broke people are hurting more than anyone out there, but they simply don’t have the money to do anything about it. I once had a prospect for my sales training in Boston that owned a company in the pay phone business (by the way, not a major growth industry these days…) crying in front of me because she needed my help so badly. She was willing to do whatever it took to solve her challenges. The only problem was that she had no money. She was flat broke.
I felt awful, but there was really nothing I could do. I gave her my book as a gift and wished her the best of luck. She ultimately closed shop and found a job. She’s much happier now by the way. There was nothing I could do. I have a right to be paid for my services and so do you.
The person that needs your product or service the most is the person that can’t afford it.
Prospects will ultimately resent you for giving them your stuff for free. Don’t do it. Rather, spend your time finding prospects with both enough hurt, but also enough money to be able to invest (note that I did not say “pay for”) in your product or service. There is tremendous value in what you sell; you must be paid accordingly for it.
The prospect, however, does not have a right to demand that you go around telling him what your product or service costs. You have a right to know what the prospects budget is in order to fix their hurt. If you changed only one part of your selling strategy, I would want it to be that you begin asking prospects for a budget.
Client Example: I have a sales training client that sells very high end landscape construction services. When I first met them, the landscape architects were simply giving a quote for what it would cost. This is ludicrous. How can you give a quote on something that can range so greatly in cost? When I asked, he told me that a typical project could range anywhere from $20K to $500K. But they were going around giving quotes to prospects.
As soon as we began the sales training in Boston, we changed up their selling process to ask prospects for their budget. Even if you sell one only one product, it is time that you begin asking prospects for their budget. They may refuse you, but many will not. My clients are always amazed by this. It is your time to start asking for a budget, always.
It is your time to start asking for a budget, always.
Here are some questions you can ask, that will help you identify if the prospect qualifies for your help:
- “Do you have a budget to solve these issues? Could you share that with me?”
- “What’s your budget?”
- “What could you see investing to fix these problems?”
- My services can range anywhere from [lower investment] to [higher investment] depending upon on [whatever it depends upon]. What could you see investing in this project?”
Please share your comments below!
To learn more about Marc’s Sales Training in Boston, click here.