3 Steps to Eliminating Price as An Obstacle...
1. Spell out in detail the value of your services in your marketing.
Remember that most people aren't buying the features; they're buying the benefits.
2. Avoid discussing price until prospects have had a chance to explain to you the benefits they want from your service.
If a prospect wants to know the cost before you've asked them to define what they are looking for, redirect the conversation. Ask them what they want? Get them to tell you the benefits they are looking for.
3. Your prospects want to feel like they have a choice about how much they pay.
Give them pricing options so that you control the options, instead of having them propose their own.
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