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The most common objection sellers hear is Your price is too high There are two ways to handle this objection The Wrong Approach You quote a fee of $2,000 for the project The prospect says: Your fee is too high You, scared of losing the assignment, immediately say one of two things Either you say, Okay, well, for you I can do it for $1,000, or you say, Well, I m flexible, tell me what your budget is The prospect tells you the budget is $1,000, and you say, Okay, I can do it for that What s wrong with this approach Several things First and foremost, you didn t get the fee you wanted the fee you thought you deserved.

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Second, when you immediately offer to do the job at a lower price after the prospect objects to your initial fee, he or she can only conclude quite rightly that when you quote a fee, it doesn t really mean much; it s only a starting point from which you can always be bargained down, probably because you are desperate and need the work Let s say I m your prospective customer with a $2,000 budget When I ask you what your fee is, and you say $2,000, I will probably say too much because I want to get your service for as little as possible, and I know your initial quote is meaningless and you can always be bargained down The Right Approach You quote your fee for the project as $2,000 The prospect says, That s too high You say: I understand.

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Of course, I can t do the job as outlined for a lower price, but if you tell me your budget, I ll tell you what I can do for you at that price How does this work Let s say the project is to design a small annual report Your fee is $5,000 The customer says the budget is $3,000 You say, I can t do the layout and mechanicals for less than $5,000, but for $3,000, I can do just the layout and design That s the creative part the part you want You can then take my layout and get it typeset less expensively elsewhere So, Mr Prospect, I can do the job for $3,000 if you handle the mechanical aspects in-house..

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