When prospects really want you and only you, price is not an object. But when they’re shopping around and consider you “just another vendor,” price becomes a major factor and it’s difficult to propose and negotiate premium fees.

This seminar shows how to use marketing tactics that get prospects to come to you, rather than have you go to them—and by doing so, put you in a position of strength in price negotiations. You’ll discover how marketing can “pre-sell” prospects on the notion that you are worth what you ask, even if other suppliers charge lower prices. You’ll also discover how to maximize leads from non-price buyers and minimize inquiries from “price shoppers” looking for a lowball quote.

Contents:

1. How your marketing can get prospects to come to you—rather than you going to them
2. Why the marketing-generated prospect is less price sensitive than the sales-generated prospect
3. How to use marketing to put yourself in a position of strength when setting and negotiating prices
4. Creating marketing materials that credibly communicate the value-added in your products and services
5. How to position yourself as the expert supplier in your field
6. Using the concept of “FIT” to overcome price resistance
7. How to stop prospect niggling with the “take away close”
8. When can you and should you raise your fees?

Length of Program: 90 minutes