A good chunk of people are price shoppers.
I dare say a vaaaaast majority are.
Problem with price shopping is there's only one variable -- price -- that determines whether a sale will be made.
I guess the heck with your experience, track record, testimonials, unique differentiation, professionalism, competency, customer service and any other skill/factor that goes into your pricing!
Of course, all these matter and should be taken into consideration.
But for a price (or bargain) shopper, money is the bottom line.
Fair enough.
I don't necessarily agree with it; however it is what it is...
IT'S YOUR DUTY TO EDUCATE THE CUSTOMER/CLIENT/PATIENT AS TO WHY YOU OFFER SOMETHING THAT'S BETTER THAN YOUR COMPETITION.
But in the back of your prospect's mind, they're constantly asking, "But how much will it cost me?"
The Answer?
Here's how to handle it.
When you get to the "How much do you charge?" question over the phone:
GOOD: "We have a policy in the office to not quote prices over the phone because we'd like to give you more information first in order for you to make an educated decision.
BETTER: "We have a policy in the office to not quote prices over the phone because we'd like to give you more information first in order for you to make an educated decision. We want you to be able to compare apples to apples especially if you're getting prices from other people."
BEST: "We have a policy in the office to not quote prices over the phone because we'd like to give you more information first in order for you to make an educated decision. We want you to be able to compare apples to apples especially if you're getting prices from other people. I would hate to quote you a price now, and then after we meet, I realize that this will require much more work and a higher fee. You wouldn't be too happy
about that, right? But I'd like for us to set up a time where we can discuss it and I'll give you pricing and all the information you need, OK?"
So in summary, tell them it's your policy not to quote prices over the phone and give them a reason... then invite them to spend time with you in person over Zoom for an initial consultation.
