There is an ancient proverb that goes like this:

"It's worthless, it's worthless!" the buyer says, but after he is on his way, he gloats."

Here is a daily reminder:

If I, the consumer, find your product/service is not worth the price you place on it, then it is worthless to me. And I might go as far as telling you so.

Or so I may lead you on to believe that I think it is worthless. But you won't know that.

If I can get you to go down just $1 or add something more to your offer, then I have won and go about my day knowing I succeeded in getting you to give me what I wanted.

It has never been about type or size or where your company is located. For 1000's of years the public has always belived that they should get something for nothing.

They will elevate their reasons why they are entitled to a discount, regardless of how ridiculus they sound, and will try and get you to defend your pricing/fees.

Never take a defensive approach with a client, for it is but yet another tactic to get you to reduce your price or add more then what was agreed upon.

Your offensive move should be simple and to quote a wise women, "Keep it short, sweet and to the point!" Thanks Mom. Your client will realize you provide no room to negoitate your pricing.

For those that are existing accounts, do not defend, offer packages that are in their price range. Meaning, if "A" offer is $$$, but your client has a $ budget, offer them a "C" package.

Never take away from your offers. Have multilevel offers such as "A" = $$$, "B" = $$, "C" = $, and so on.

For those that call in for pricing/fees do not give any. You have to gather all the information you can and then put together three package choices.

Now this person will decide based on choices offered and will remove the need to argue or discredit your prices.

Remember you are a business equal.

Woody Quinones
ThePromotionalGuy.com

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