By working together we can make a big splash with your clients.

Pen or Taser?

Pen or Taser?

Scenario of me pitching to clients: What are your challenges?

Clients: There are so many of our prospective clients who get sticker shock when we tell them the cost of our services. We work very hard and genuinely care about our people. Many of them are repeat business, yet when we share the cost of working together, so many of our prospects stall.

Next Scenario:
I carefully outline a strategy to address their concerns and they need to “think about it”.

Sticker Shock!

I get it. I am not prone to impulsive purchases.

What are the chances of your client suffering from sticker shock syndrome with their client experiencing the same symptoms when I pitch to them?

Is this some kind of black magic that is visited on those who are do not like to make an immediate decision?

How do I break the spell?

Am I over analyzing?

I did some research online and found some documentation about objections. Some people called it the “trial pitch”.

You explain the value of working together.

Start off by asking them to identify the scope of the problem they’re looking to solve, the severity of it, and what it’s costing them.

Next, use their unique situation to do a dep dive with the prospect explaining how this solution will change their lives.

Invite them to see the value they’re getting by addressing that problem with your unique approach.

Then you ask:
Do you believe that I understand in your world, your business and your challenges?
Do you believe that we have the expertise to help?

Do you want our help?…

This is a good place to go into “but-land”.


Addressing Objections

The idea is to identify the objections and explore how to resolve them efficiently.

Buying is an emotional process.
Emotions is where the monetary-value lives.

Then we deal with this sacrosanct object on the table that everyone has been dodging.

I ask all of my clients what their budget is prior to the call.
Most of elect not to share that with me.
Some are probably afraid that if they tell me I will charge them a higher price. I probably should…. but that would violate my principle of transparency.

I call this the zig-zag dance.

They want me to give an estimate before they reveal their budget.

I want them to reveal their budget before I give an estimate.

If they put a price on it, I can find a way to work with them.

woman dancingIn short, they zig to the left, I zag to the right, until the big price reveal when I tell them what the investment would be.
(I hope that they will jump for joy.)

I am told that if prospects feel that you are hesitant regarding your price, then they will be likely to pick up the cues and dodge. If you are self-assured and believe that you are offering good value, they will feel confident with it. That’s a whole lot of psychology for a simple sales pitch. It leaves me wondering if I should have picked psychology instead of computer science in college?


Sometimes I am left with the feeling that I could have asked double and they would have paid it.

Last week I felt the sticker shock through the video-chat.

Do you have a sales strategy?

How do you explain the value of your offer to your clients?




Leveraging Social Media

The talk is riveting. The presenter is entertaining. I have learned so many interesting facts.  I cringe inwardly when I realize how the speaker has missed a golden opportunity…

It is an undisputed fact that presenting to an audience is one of the best ways to gain visibility for your business.  When I stand up to speak, then I notice some people are “working”, playing Candy Crush or texting their latest flame. The best advice I can offer to attempt to gain the audience’s attention is to  read Jeff Haden’s post.

Think twice before you speak, because your words and influence will plant the seed of either success or failure in the mind of another.

– Napoleon Hill

I am the speaker’s worst nightmare. I constantly fiddle with my phone as I transition between taking notes and photographs, unless the presenter has taken advantage of the strategies mentioned below…

Now the audience’s attention is focused upon you.

How can you leverage this opportunity to share your content and connect on social media?


Zen Rabbit – Networking Strategies for The Quiet People

Zen Rabbit – Networking Strategies for The Quiet People

Ignore mom’s advice. Talk to strangers!

     –Lori Saitz


Lori Saitz of Zen Rabbit  is an unusual person. When I interviewed her she told me that she  used the failure of her gratitude cookie business, Zen Rabbit Baking company, to jump start her current business of helping quiet people build networking connections.


Nannette Minley – Marketing Strategist

Nannette Minley – Marketing Strategist

This week I attended a Meet Up where a person spoke about SEO (Search Engine Optimization). The talk had some interesting tips and insight; however the speaker did not fail to mention that his authority was based upon the fact that he has 10,000 followers and had written a book on the psychology of marketing. He invited us 3 times during the talk to email him and get his white paper without an opt-in.

According to my understanding this is the opposite of what Nannette Minley does. She coaches entrepreneurs trying to make an impact with customized marketing strategies for their business. The focus is on their vision and clarity rather than determining success in terms of 10,000 followers or the six figure slogan.