Have you ever been in a situation where you were having a conversation with a potential client, they asked you what your price was, and you were not sure about how to respond? To be able to present your price in a self-assured manner, you need to be confident about your product or service, it’s pricing, and know when the right time is for presenting the price. In this article, we offer some tips.

Present the Price at the Right Time

Customers make buying decisions not only based on price but also based on value. Therefore, it is important that you know how to present the value of your products and services. If you present the price too early, then the customer does not have the chance to learn about the value and about why your price is appropriate for the amount of value that you provide. So it is important to present your price at the right time.

If the Customer Wants to Know the Price Immediately

There may be times when you start a conversation with a potential customer and they want to know your price right away. But if you simply give them the price at this point, since you haven’t presented the value yet, they may think that the price is too high. So, to delay answering the question about the price, you can let them know that you can’t tell them how much it is going to be yet because you first need to establish how much of your service they are going to need and their budget amount.

Establish What the Customer Needs

Before you can give a potential client your price, you need to ask questions to learn about their business and understand what their current situation is. Perhaps they are a new business that wants to attract customers for the first time. Or perhaps they are a more established business that now wants to grow even more. It is important that you understand where the business is now and where they want to be in the future. What is their current situation costing them, and what will it mean to them if you help them to succeed with their goals?

Show them Your Solution

Visually, show your customer how you can help them to reach their goals. You can do this on your laptop computer if you are in person during the meeting, or use software such as Zoom to share your screen with them if you are presenting virtually. Focus on what the benefits will be to the customer.

Present Your Price

Once you have completed the previous steps, it is now the best time to present your price because you understand the potential client’s business and they understand what you have to offer them, and its value.

Establish the Next Steps

If the prospect is a good fit for working together, give them instructions on what the next steps are. You might schedule a follow-up meeting where you go over the agreement that you will create for them.

For professional guidance on gaining more customers for your business, consult with a coach today!