Money is one of those taboo subjects in our society, and sometimes contractors fall into the trap of feeling like they can’t talk about price right from the get-go. However, Chris and Logan break down why it’s much better to address objections, like price, upfront with your customers. And by addressing objections upfront, you’ll get fewer objections in the long run.

 

In this episode, we talk about…

• How the consumer feels less frustration when they know the price upfront, and if you try to be secretive about prices the consumer will feel taken advantage of or experience sticker shock. 
• Why people have to know, like, and trust you in order to do business with you and how you can win new leads over through Youtube videos that address objections upfront. 
• Why telling people the price upfront protects your time.
• How there will always be people whose budget is stretched by your price and others who will be relieved that it’s less than they thought, so you should develop standard pricing based on what you need, not based on what you think a customer can or will pay.
• How to present your prices with backup, like professional photos, to make customers more willing to pay. 
• Why all the value you provide needs to be clear to the consumer because value is often a secondary objection after price. You have to sell them on how your service is going to positively affect their life.

 

Links to resources:

Book by Marcus Sheridan- They Ask, You Answer

Contractor Sales Academy

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