Way 1
Justifying yourself and/or trying to talk them into “reasoning” why you’re worth it won’t pull the trick.
Anchoring your offering down, won’t do it either.
Bumped into this vid where the “guru” (aka marketing-bro) lowers the price (anchors down), trying to set a comparison to then try to move the perception up.
It’s bullshit. (I can tell you, because I’ve done that and it NEVER worked.)
Here’s what he said.
Here’s what you should do:
Ask them, “If I charge the exact same amount as my competitor, would you go with me or with them?”
Eventually, they will say “You”.
And then ask them why.
At that time, they’re gonna list all the reasons why they would go with you:
• because of the support
• the community
• they trust you a lot more
• etc., etc.
And at the end, when they’re finished, leave a little silence and say, “that’s why I charge 2 times more.”
And that’s how you challenge pricing objections.
Found it funny as that’s the way most of us were taught to deal with price objections.
Playing late in the game.
Going down in hopes to go up.
Waiting, hoping, that, eventually, they’ll say “you”.
All you’ll get is either a fake yes or setting yourself up to deal with buyer’s remorse.
And most likely, a nice, paved way to win a race to zero.
This whole argument, distilled tomorrow. 🙂