How many times have you been chatting on the phone with a perspective client for 30 minutes only to be told that she can’t afford it or your price is too high?
Believe it or not, a prospect that says such a thing rarely means that she can’t afford to pay that kind of money for your pet sitting service.
In fact, studies have shown that when you hear an objection like this, you actually still have a great chance of winning the client.
How? By asking the right questions to uncover her true objection. It may come down to not seeing the value in your offer or not quite trusting yet that you are the best for the job.
In any case, all hope is far from lost so imagine the disservice of simply accepting her objection at face value without getting a further understanding.
Let’s uncover some things a person may really be saying when you’re told your price is too high.
Here are 3 possibilities of what a price objection may really mean:
1) Not Worth It
When someone says ‘your price is too high,’ she may mean that the service you spelled out isn’t worth what you’re asking. In this case, you’ll need to go over the actual benefits of using your pet sitting service over other alternatives.
Focus on things like the pet remaining in a calm and familiar environment, the fact that you’re trained to notice any inconsistencies in the animal’s behavior and that you can provide glowing reviews and testimonials about the quality of your service.
Before taking your next phone call, jot down at least 10 different ways that you are the better choice over all others. Focus on what makes your service unique and what the distinct advantages of hiring you might be.
Keep this list by the phone and refer to it as necessary.
I’m also a big proponent of establishing trust and building rapport early on before even getting into the details of business. See how you can connect on a real and genuine level with your callers to help form a bond early on.
Keep this quote handy:
“All things being equal, people will do business with, and refer business to, those people they know, like, and trust.” — Bob Burg
2) Can’t Afford It
We all know we’re pinching pennies these days. And really, some people may simply not be able to afford your service on a financial level. If this is indeed the case, see if you can adjust the service to better meet her budget.
There is no shame in asking a client what she was looking to spend? Perhaps you can then customize a solution in her price range to make this a win-win. Never feel obligated to lower your fee for the stated service. It cheapens your value and you loose credibility.
Also, if she says she can’t afford it, see if you can work out a payment plan to help ease the number. Work the deposit angle.
3) A Better Deal Elsewhere
In this situation, a client may say your price is too high in relation to another pet sitter or company she received a quote from.
This one can be tricky since you’ll need to make sure that what you’re offering is identical to the other offer.
For example, are you both offering a 30-minute visit? Is there an additional fee for extra mileage? Key pick-up and drop-off? Weekend visits?
In other words, make sure the potential client is comparing the same service (not just a similar one) before she mentions your competitor is offering a better rate.
Keep The Conversation Alive
No matter how you deal with the price objection, don’t let it immediately end the conversation. Remember, your job as a pet sitter is to offer the best service possible at the best price profitable.
Seek to engage the client in determining what benefits are in fact the most important to her while looking for a pet sitter. Maybe you’ll touch on something you took for granted that she wasn’t even made aware that you offer.
Also, asking things like, “Is the price too high in relation to what you were expecting to spend, or have you found a better price elsewhere?” can quickly get the ball rolling in the right direction.
And that direction is a win-win situation for both you and your new client.
So, please comment below with how do you typically deal with price objection? And how often do you hear it?