Hope you’re doing amazing and well.
Just got out of the water from a quick swim here in Brazil.
I want to answer a question that I got from Nick in our Facebook group, The Dojo.
And Nick asked, “What do I say if somebody asks me the price early in the sales process?”
If you run a triage call and strategy session like a bunch of my clients do, what do I say if they’re in a triage call —like, “How much is this going to cost me?”
Here’s my answer to that, right now…
Here’s the most important thing.
I’m going to give you some words, but the most important thing to realize is that if you give someone a price before they see the value, they’ve only got one half of the equation.
Price is only a deal or a rip-off in the context of value.
And so, the mindset I want you to have is, “I’m really happy to talk about price, but only if —only with someone who sees the value.”
From now on, the question is do they see the value —like, have we identified that there’s actually a need and is there a fit yet?
Do they see the value?
And if you haven’t talked about their situation —their goals, their frustrations, their current reality, and the gap— then they can’t see the value because you haven’t talked about that stuff yet. Right?
Remember: It’s okay to talk about price, but only with people who see the value.
That’s the goal.
How and What to say
If somebody’s asking you the price too early, the first thing to do is figure out where that might be coming from.
That might be coming from a couple of places.
The first thing is you don’t ever have someone unqualified on our sales calls because the way we set them up in the first place.
First, we have a funnel filter in place.
In other words, we do marketing to get somebody interested in inquiring, and we let them know if that if you fit this profile, we might be able to help you.
But if you fit this other profile, we probably can’t.
We’ll say, “If you’re making more than $10,000 a month and you’re looking to build a one-to-many leveraged coaching model that we can help more people, this could be a really good match for you. If that’s you, then fill in this form and let’s have a chat to see if we could help you. Book in a scale session. But if you’re just getting started, then the scale session isn’t for you.”
And dude, it’s totally okay for something not to be for you. Right?
It’s just all we’re looking for is are they a fit or not. That’s the job.
We’re looking for someone who’s a fit. And we’ll put a little funnel filter up in front just to make sure that only the people who are actually a good match inquire.
And what you’ll typically find is the people who are a good match are the least likely to ask you how much does this thing cost. Makes sense?
Let’s say you are in a triage call or a sales call, and really early, somebody says, “Well, how much is this going to cost?”
Then I’m going to give you three or four different possible answers that you could go with.
One is just to say, “Hey, I’m really happy to chat about price. But only if we both agree that there’s a problem to solve —we’ve only just started talking, and I’m not even sure I can help you yet.” which is completely legit. Right?
I’m not even sure I can help you yet.
“Would it be okay with you if we just spend a few minutes kind of work out if there’s even a problem that I can be helpful with?”
And then once I know that, now I’m really happy to chat about what it might look like in terms of money, and time, and energy to fix it.
The first coach I ever worked with, his name is David used to say, “Well, it could cost anywhere between a $20 book and a $50,000 strategic plan. It’s a bit early to say. Why don’t we have a look at your situation first and go from there?”
I think both of those are kind of valid approaches.
Number one, hope this has been helpful.
Number two, if you’ve got a question for me, jump into The Dojo Facebook group and ask me anything you like in there.
Just put the #askTaki in there, and I’ll answer it either in the group or on a video.
And if you want to see a bunch of the other answers, jump in.
There’s a bunch of coaches who are scaling their business too.
I hope it’s been helpful for you.
Take good care. Taki Moore, out.
P.S. Whenever you’re ready… here are 4 ways I can help you grow your coaching business:
1. Grab a free copy of my book
It’s the roadmap to attracting prospects, signing clients, and scaling your coaching business. — Click Here
2. Join the Coach Dojo and connect with coaches who are scaling too
It’s our new Facebook community where smart coaches learn to get more income, impact, and independence. — Click Here
3. Join our Implementation Program and be a Case Study
I’m putting together a new coaching case study group at Black Belt this month… stay tuned for details. If you’d like to work with me on your client-getting and scale plans… just send me a message with the words “Case Study”. — Click Here
4. Work with me and my team privately
If you’d like to work directly with me and my team to take you from 6 to 7 figures… just send me a message with the word “Private”… tell me a little about your business and what you’d like to work on together, and I’ll get you all the details! — Click Here