The Silent Credibility Killer
It’s been said time and time again, people buy from people they know, like and trust. In order to build trust with clients, you need to be credible.
Do you give your hard earned money to someone you don’t believe in, don’t trust, or question if they know what they’re talking about?
When you ask Google to define credibility, here’s what pops up, “The quality of being trusted and believed in, being convincing or believable.”
Would you agree, credibility is crucial to your success in business and in life?
Now, let me ask you a question. If I were to call you right now and ask what you charge, would you be able to give a straight forward and succinct answer? Or would you say something like, “Well it depends on a lot of different factors…” and then proceed to give me a confusing answer leaving me wondering if you actually answered my question or not?
In the last week, I’ve had 3 conversation where I asked for pricing and was given confusing and convoluted answers. One person implied I could set my own price for her service.
Not being able to answer basic questions about pricing is a credibility killer. Your clients expect you to know your prices.
Your Savvy Sales Tip this week: Be prepared with a succinct and straight forward answer when asked for pricing.
People who fumble around and have a hard time answering this question diminish their credibility.
For those of you saying, “Well Nikki, it is a complicated question to answer, I sell a lot of different options.” Ok, with that in mind, you should be able to give a straight forward answer with price ranges.
For instance you might say, “Prices range from $49 up to $500.” And then give 3 simple categories to outline the different price structures.
It’s got to be simple for your client to understand and even easier for them to make a decision to buy. When it’s complicated, you may be encouraging clients to wait to make a decision or reach out to your competitor who can answer their questions.
Spend some time practicing answering the question about your pricing. The more prepared and confident you sound, the more professional and credible you appear.
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