At least it's not true almost all the time. Very few of your prospects
literally can't afford it. What they are really trying to say is, "it's
not worth it." As in, it's not worth reprioritizing my life, not worth
the risk, not worth what I'll have to give up to get this, not worth
being in debt for.
One response to repeated cries of "I can't afford it" is to lower your
prices. A better response is to tell a better, more accurate story, and
to tell it to the right people. The best response is to make something
worth paying for. Quoted from Seth Godin's Blog
I personally do have to admit that as a consultant it is not always easy
to make your client see the value of the services you offer. This is
especially the case in an environment where the client can easily obtain
a competitive offer whereby they focus on cost while losing the value
offered by you. It is now our responsibility to tell the right story
that will justify the additional expense(in this example) in exchange
for superior results.
3 comments:
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