How to 2X Your Show Rate WITHOUT Taking A Credit Card Ep 30

Summary Notes


In this sales strategy discussion, the speaker addresses the common question of how to elegantly respond when a potential client inquires about the price of a program. They suggest acknowledging the question as valid and comparing the situation to a mechanic who can't quote a price without assessing the car. This analogy helps the client understand why a price can't be given without a needs assessment. The speaker emphasizes the importance of ethical alignment, discouraging price disclosure over the phone to position the business as caring and responsible. The strategy aims to book more sales consultations without offending the client.

Summary Notes

Responding to Pricing Inquiries

  • Discussing strategies to respond to clients asking about program costs.
  • Emphasizing the need for an elegant response to pricing questions.
  • Highlighting the common scenario of leads inquiring about prices during calls.

"What's going on, everyone? Today I wanted to go over something that comes up all the time on our calls, and I wanted to give you some value bombs. So how do you elegantly respond to how much is your program?"

This quote introduces the topic of the discussion, which is about providing strategies on how to respond to pricing inquiries in a way that adds value to the conversation.

"So you got a lead or you got a qualified customer or some kind of referral that's. That's interested. They've. They've. They've raised their hand, but you get on the phone with them, you're talking a little bit, and they're like, okay, okay. So how much. How much is the program?"

The speaker is setting the scene by describing a typical situation where a potential customer, who has shown interest in the program, directly asks for the price during a phone conversation.

"And so how do you elegantly respond to this question? Right. It's a good question. And how do you do it without it sounding like, well, I can't tell you the price over the phone, because then that just sounds really. I don't know. It just doesn't sound as sexy as it probably could sound."

The speaker acknowledges the importance of providing an elegant response to the pricing question, stressing that a straightforward refusal to discuss price over the phone is not an appealing approach.

"So how do you answer this? So this guy, he's looking angry. I don't know why he's yelling in the phone. Seems a little bit aggressive, but he says, how much is the program?"

This quote illustrates a specific example of a client demanding the program's price in an aggressive manner, which adds a layer of complexity to the task of responding elegantly.

The speaker has outlined the challenge of responding to price inquiries over the phone, especially when the potential customer is insistent or aggressive. The goal is to handle the situation gracefully without providing a direct answer that may seem unattractive or dismissive.

Handling Pricing Questions

  • Acknowledge the customer's question positively to avoid appearing caught off guard.
  • Explain the necessity of a needs assessment or in-person evaluation before providing pricing.
  • Compare the situation to a mechanic who cannot quote a price before seeing a car.
  • Use the analogy to help the customer have an epiphany and understand the reasoning.
  • This approach resolves the question for the majority of customers.

"That's a great question. I'm glad you asked."

This quote demonstrates the initial positive acknowledgment of the customer's inquiry, setting a cooperative tone.

"Honestly, I can't tell you pricing because we haven't given you a needs assessment yet, or we actually haven't seen you in person yet."

This quote explains why pricing cannot be provided immediately, emphasizing the need for a proper assessment to determine costs.

"It'd be kind of like asking a mechanic for a quote on your car before you've taken to the shop. We just don't know until we see it, right."

The mechanic analogy is used here to make the concept relatable and understandable for the customer, clarifying why pricing cannot be given upfront.

"So that'll deal with the question 85% of the time."

This quote indicates the effectiveness of the given approach in handling pricing questions, suggesting it works in a majority of cases.

Dealing with Persistent Customers

  • Have a strategy for customers who insist on getting a price despite the explanation.
  • Recognize that some customers may be more challenging and require additional tactics.

"The other way. And let's say this is an especially annoying customer."

This quote acknowledges that some customers may not be satisfied with the initial explanation and suggests that another method may be necessary for these situations.

Pricing Strategy and Customer Assessment

  • Avoid giving prices over the phone without understanding the customer's needs.
  • A fitness center that quotes a price without assessment is not providing fair value.
  • Personalized service requires seeing where the customer is at and their goals.
  • This approach is an elegant solution to overcome price objections.
  • It is important to schedule an in-person meeting to provide an accurate quote.

"But you're like, honestly, I just don't know. It'd be unfair to you to give you a price."

This quote emphasizes the speaker's stance on not providing a price without a proper assessment, highlighting the importance of fairness to the customer.

"In fact, if you ever do call fitness center and they give you a price on the phone run the other way because it means that they haven't gotten any idea what you're trying to do, where you're trying to go, where you're at, and they're just giving you an arbitrary number."

The speaker warns against fitness centers that give out prices without understanding the customer's individual needs, suggesting it is a sign of poor service.

"We have to have you come in, we have to see where you're at and where you're trying to go, and then we can give you exactly what you need."

This quote explains the necessity of an in-person meeting to provide a service that is tailored to the customer's specific goals and current situation.

Customer Engagement and Closing

  • Encouraging the customer to visit in person helps to establish rapport.
  • The conversation should lead to scheduling an appointment.
  • The goal is to make the customer feel happy and willing to commit.
  • Finalizing the deal should feel natural and agreeable to the customer.

"And then obviously, hey, we're here till eight tonight. What time works best for you to stop by, get off at six so I can be there at 630."

By suggesting a specific time frame for the customer to visit, the speaker is actively engaging the customer and facilitating the scheduling of an appointment.

"Awesome. See how he's nice and happy now? Big smile."

The speaker notes the positive change in the customer's demeanor as a result of the conversation, indicating successful engagement.

"And then you're like, great, give us all your money. It's like, sure thing. Can I wire it"

This quote, though said in a light-hearted manner, represents the culmination of the customer's journey from initial contact to willingness to pay for the service, showcasing effective salesmanship.

Ethical Sales Tactics

  • The speaker discusses a sales strategy that involves withholding price information over the phone.
  • This tactic is presented as an ethical choice, suggesting that disclosing prices over the phone is undesirable.
  • The speaker implies that by not revealing the price, they align themselves with the customer's best interest.
  • The strategy is intended to make the customer feel cared for and to increase sales consultations and closures.

"We actually aligned ourselves ethically with not telling them what the price is."

This quote explains the speaker's belief that withholding price information is an ethical decision that aligns with the customer's best interests. The speaker suggests that this approach creates a positive perception among customers.

"So when you say if you ever do call a fitness facility and they tell you the price, run the other way."

The speaker advises customers to distrust fitness facilities that reveal prices over the phone, positioning their own practice of withholding prices as more trustworthy.

"So it's like, not only are we not going to say the price, but you should never get the price over the phone from anyone."

Here, the speaker reinforces the idea that getting a price over the phone is a negative practice and that their method is superior.

"And now we're in the ethical good area and they're asking us to do something that's ethically wrong."

By framing the withholding of price information as ethically correct, the speaker suggests that any request for prices over the phone is an unethical demand.

"So now they're like, wow, they're actually trying to take care of me by not telling me the price of the phone."

This quote indicates that the speaker believes the strategy will lead customers to feel that the company is looking out for their welfare by not disclosing prices over the phone.

"Yeah, for real, though. So use that. It works. Awesome. And book some more sales consults. Close."

The speaker concludes by affirming the effectiveness of the tactic and encourages its use to book more sales consultations and achieve closures.

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