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- May 28, 2017
Hey guys! Just wanted to share with you my sales meeting conversation that took place yesterday and ask for your opinion.
So, I got referred to a medical office by a fellow doctor I worked with earlier. They were interested in creating a website for their medical office. We arranged an in-person meeting and started the conversation.
I'm using the SPIN selling technique (huge shoutout to Rob O'Rourke for introducing this book in his videos). I'm starting the conversation with situational/informational questions to learn about the business. I learn that the medical office has been working for 12 years and never had a website / Instagram / Facebook. I'm digging deeper and trying to uncover any issues and frustrations they have by operating a business without any web presence.
I discover that they are struggling by the fact that there is no place where they can list all their services and tell about them to their clients. The second thing I uncover is that they are struggling to keep track of the clients and they would love to use an online booking functionality. Also, they would love to attract the right clients who can afford their services. They were listening to me very carefully and I felt like they were understanding the value I was offering.
To keep the long story short I summarize all the things we talked about and say: "Considering this, this and that your website is going to be $3000. Are you comfortable with this price?". They said: "Oh, this is too expensive! We were thinking it's gonna be in a $500 — $1000 range." And then they started to ask why is it so expensive. I explained to them that they can definitely find a website for $500 but it's not gonna be the same website as a $3000 one. I tried to explain again that for this $3000 we are going to build a website that can bring them real results and make their work easier, not just pretty blocks and images. But they insisted that this is too expensive and all I do is moving blocks from one place to another and this is easy to do.
They said that they have to think about it and they will call me in a week. I felt very disappointed by this meeting because at some stage of the conversation I felt like I'm doing well and they trust me and understand the value I bring. And after they said $500 I felt like it's almost impossible to bring it back to $3000.
Do you guys have any advice on how to deal with these scenarios? Does anybody have this kind of conversation with their clients? Maybe you see any mistakes I made during the conversation? Just wanted to hear your opinion!
Don't work with cheapskates. Not only will they fight you for every penny, they'll constantly harass you over minor details.
$20,000 clients are easier to deal with than $2,000 clients.
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