September 5, 2018
“How should I respond to a vague pricing objection?” and more...
In today’s group coaching session, we had a bunch of good questions that touched on topics like:
- Three ways to respond to vague pricing objections (i.e., What to do when the client merely implies that your price is too high)
- How to make your website more effective
- How to gracefully engage with people in your target market on LinkedIn
Good stuff!
Here are the questions I answered today:
Can you give a good example of what a weekly habit of “optimizing for conversations” might look like? I’m particularly interested in using LinkedIn like you described on the BOA episode. (timestamp: 1m 6s)
As a solo consultant with a steady stream of referrals, I’ve always neglected building a site. Next month I’m bringing on a friend to join me, so I’m thinking more about the sales funnel and attracting leads. I hope this isn’t too broad, but what good resources can you point me at for building a site focused on attracting leads? Or is this the wrong thing to focus on for lead generation? (timestamp: 31m 22s)
Had a good why conversation, all boxes checked, sent them a proposal (told them I was the expensive option ahead of time), response “price point for this is higher than I anticipated”, “At a price point of $90k, I would expect more of a fully developed system”, my take, they are thinking cost+ pricing, not the value they are getting. Any suggestions on where to go? I don’t want to push, am fine with moving on (timestamp: 47m 36s)
(If you’re curious, you can review the entire list of past questions here)
Do you have questions like these that you’d like to get answered?
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Yours,
—J
P.S. Would you like to see a sample of what group coaching is like? Here’s a link to a public session I ran late last year: