The 5 Secrets of a Phenomenal Business by Howard Partridge

Author:Howard Partridge [Partridge, Howard]
Language: eng
Format: epub
ISBN: 978-1-9378-7944-0
Publisher: Destiny Image Publishers

2. Offer payment options.

If you haven’t determined what their budget is (if they have one), you want to do that now. Depending on your industry, you may want to put that in the interview process in step four. If not, when you get a price objection, ask, “What were you planning on investing in this project/product?” If they don’t know, it means they don’t have a basis for judging the pricing. They probably haven’t been shopping.

At this point, you have a couple of options. If you can get them to give you a figure, try this option. Let’s say the investment is $500 and they didn’t want to spend more than $350. You say, “How would it be if you could put the three fifty down today and pay the rest later?” My experience has been that if they really want your product or service (and that is the key: building desire in the presentation), they will find a way to pay for it if they don’t feel they can afford it today.

Of course you want to mention that you accept major credit cards. Although I don’t like to help people get into debt, and I’m a big fan of Dave Ramsey (Dave helps people get out of debt), I do allow people to use credit cards to pay for my products and services (Dave doesn’t). If I was in Dave’s business, I’m sure I would only allow debit cards like he does.

If they want your product, work with them on the payment options by first determining how much they can put down today. If you can cover your hard costs on the first installment, you haven’t lost anything even if they never pay you. If they don’t buy, you may have lost a client forever. So, my goal is to close today. If you are convinced your product or service will really help them, you should have a strong desire to close as well.

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