I’ve got a story that will show you just how powerful it is to get your positioning and sales process right.
In this episode, I’ll break down why some service providers can charge more and still win the deal, drawing from my own recent experience.
Listen below.
0:49 Not long ago, I said: “You’re by far the most expensive, but I’ll take it.” And I’ve ended up saying it twice in just the past few months.
1:41 I recently invested $55,000 in a business coach, while the alternative would have cost $13,500. In other words, I paid over four times more for what was basically the same service.
2:42 Three factors made me comfortable paying that much — and they’re the same ones you can use to elevate your firm. The first? Marketing that does the pre-selling.
4:22 What matters most is proving you grasp your clients’ problems and have the expertise to fix them.
4:43 The second reason is that your discovery process sets you apart. Most of the coaching options I looked at relied on a purely transactional sales approach.
6:32 A great discovery call isn’t a sales pitch; it’s a consulting session that delivers value even if the prospect doesn’t sign on.
6:48 The third reason is a clear, compelling offer. When I first saw the proposal, I’ll admit the price gave me pause — especially since every alternative was much lower.
7:39 I see this mistake all the time: proposals packed with process details, but little emphasis on the client’s end goals.
