I often have clients who say people inquire about their products or services and once they give them a price they say so and so has it cheaper and hang up. Well it sure is incredible to see individuals acting that way. Since when getting the cheapest price is the best deal? I don't necessarily choose my providers because of their cheap price. I also look at the value of what I get. I always look for the lowest possible price with the best but I also consider the quality of service, level of expertise of the company, how long will the product last etc... I cannot simply select a provider for his lowest price. What do I get in exchange for a low price? Example: Will a mortgage have the accuracy and deliverability I expect? In the case of lending, would they deliver what they promised? These are all the questions anybody should ask before making a purchase. What do you get in exchange for your money?
Some people do not take that time to think. All they care about is pricing. Sometimes they can be so arrogant that all they talk about is pricing and the conversation turns around giving them the best deal? They do not talk about anything else. They do not want to find out if you offer great quality for your product or service.
Here are a few ways to handle those type of situations:
You know, ______ I have learned a few things over the years. People look for three things when they spend their money. They look for the finest quality, the best service and of course the best price. I've also found that no company can offer all three. They can't offer the finest quality and the best service at the lowest investment. I'm curious, for your long term happiness, which of the three would you be the most willing to give up? Fine quality? Excellent service? Or the lowest investment?
_________, it's not always wise to guide our buying decision by the investment alone. It's never recommended to invest too much for something. However investing too little has its drawbacks as well. by spending too much, you lose a little money but that's all. By investing too little, you risk more because the service you've purchased will not give you the satisfaction you're expecting. See, it's an economic truth that it is seldom possible to get the most by spending the least. In considering doing business with the least expensive provider, it might be wise to ad a little to your investment to cover the risk you're taking. if you agree with me on this point, and are willing to invest a little more, why not let me offer you the very best service/product in (YOUR INDUSTRY)? Because the inconvenience of poor service is difficult to forget, don't you agree with me?
If a prospect tells you that your product/service costs too much, tell him/her: "______, today most things do. Can you tell me how much too much you feel it is?
__________, do you offer the cheapest prices for your products/services in your market area? We agree then that price is not the only consideration in making a purchase? The value of what you are getting is important, do you agree?
If you think our product/service is too much, how will you pay for all the headaches, problems and expenses that will result from not using us? High quality products or services are not cheap, and cheap products or services are not of high quality.
When you need an attorney or a physician, do you base your decision regarding your choice solely on how much they charge? You should also be concerned with reputation, expertise and service wouldn't you?
Quality beats price in the long run.
Keep in mind that people do businesses with people they like and trust. Remember that your number one goal is to help your prospects to become educated with your offer. And that choosing the right provider is vital to the growth of their business. If you look at your past you will often realize that each time you did not spent enough money you bought something that was not worth as much as you thought. Each time you invest more money in a product or service you will most likely be more satisfied. So make sure you always reiterate that statement to your prospects. If you are more expensive than others you must tell them why. Give them all the benefits of your products/services.
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