Can The Prospect Afford Your Services?

TRI discusses this issue in several of our seminars, webinars, and webcasts. When we discuss this with live seminar participants, we are interested to see what the highest and lowest amounts charged are for doing the exact same work.  We have had several instances where participants charge more than TEN TIMES the lowest amount charged by others.

• For most of you, it is safe to say that providing the services you do falls within your comfort zone. On the other hand, being a salesperson may not come as naturally. Because this is the case, it is common to take the path of least resistance by discussing your services in detail and providing advice as how to solve your prospect’s issues. To top it off, you provide this information without having determined if the prospect will be able to afford your services. Obviously, this is not what you want to do.
• We are taught in society that it is impolite if not worse, to talk with someone about money.  In business however, it is foolish to have a conversation with a prospective client without doing so. As a buyer, you would not be comfortable hiring someone without knowing what you expect to pay.
• On the other hand, if you are like most buyers you would be more than happy to extract free advice from a qualified professional. Keep these thoughts in mind when selling to a prospective client. Without being rude (or providing them direct price quotes up front), determine if they can afford your services. You can do this using Motivation Questions provided in this segment.

As a start, a few good questions to ask may include:

“What are you paying for this service now?”

-or-

”My services are something that most people don’t budget for…have you put money aside to get this work done?”