Whether it’s in person, on the phone, via email, or on your website, handling pricing questions is a delicate art. In this month’s webinar, WeddingWire Education Guru Alan Berg shared how to effectively deal with the dreaded question ‘how much?’ in order to establish a better rapport with your customer, make more appointments, and close more sales.
Find out some top highlights from the webinar below!
- A key to making a sale or handling a pricing question effectively is to tell the client why not just what. Make a bullet list of the outcomes of the client going with your business so they can visualize you being a part of the day, and how these great services lead to the price. This will help explain and justify your prices.
- Remember your brand is defined by the words your customers use, not just your own claims. Leverage online reviews and collect client testimonials for your sales and marketing communication to let them do the work and sell your services for you.
- Ask yourself if your pricing challenges are self-inflicted. Do you clearly communicate the service that you provide and effectively explain your price? Do you know what matters most to the client? Easily avoid pricing issues before they arise by keeping your pricing transparent and getting to know the client a bit to tailor your sales pitch to their needs. Focus less on selling and more on helping the client buy.
- Don’t negotiate against yourself. When a client asks you for the best deal, share it and stick to it. If you go back and lower your price from there, then they will keep pushing for the best deal. After all, clients will not know you best price until you say “no” to a lower one!
For more great tips and additional details, be sure to watch the full webinar!
Did you know that all of our past webinars are available in our Education Center for premium Pros to view at any time? Check it out for some great education and inspiration on important topics for your business from sales to social media, marketing and more.