Earlier this week, we talked about attracting potential clients, by understanding what they want, why they want it and where they hang out.
Then we looked at making sure that they are interested in what you offer, by explaining your offer, showing that it works for other people, taking away their risk and then adding some urgency.
Yesterday we looked at dealing with price objections by adding more to your story; by giving a compelling reason for them to ignore the price.
But there’s one more thing that we need to talk about.
When my business was primarily all about software development, I made one change in how I did things and suddenly the invoices I was sending to clients increased in value by a factor of 10. And the clients were happy to pay it.
It was incredibly simple.
It was also really, really, really difficult.
I just said “no”.
I had been meeting with potential clients, going in to meetings with the expectation that I would be trying to persuade them that what I offer is really good, that the software I could build for them would solve their problems, that the price I wanted for it was something that they could afford.
But I realised that I had it all wrong.
My best clients were ones that I had a long-term relationship with. Because we trusted each other. We knew each other’s strengths and weaknesses and we dealt with them. We worked well together.
So I brought this to my sales process.
Every meeting, I started looking for reasons to say “no”. I started giving them reasons to go with someone else. Have you considered outsourcing the job to India? I know a really good app guy in Aberdeen who could do this for you. This isn’t really my strength, so I should turn it down. Actually, looking at it, the cost is going to be at least three times your budget. There’s no way I can get this finished before next March.
This worked. Some people went away. But the ones that stayed really stayed. I had put all their objections up in front of them, before they had even thought of them. They looked at the objection, came up with their own answer to it and moved on to the next stage. So when it finally came to the deal, I could name my price and set my own payment terms – they were so invested in the project that they didn’t want to go with anyone else.
Take action: Make sure you “qualify” everyone who comes in to your sales funnel. Do you really want their business?
Photo by Masaaki Komori on Unsplash