BRX Pro Tip: 24,000 or 2,400
Stone Payton: [00:00:00] Welcome back to Business RadioX Pro Tips. Stone Payton and Lee Kantor here with you. Lee, here’s an important question, at least in our business, 24,000 or 2,400?
Lee Kantor: [00:00:12] Yeah. Which one of those two will get you high fiving your team? A $24,000 a year client or a $2,400 a year client? Most people will say $24,000 a year client. And if it is that, then the way you get that $24,000 a year client is you’ve got to know what their hopes, dreams, fears, and desires are so you can create enough perceived trust and value where your price and the risk for paying that price doesn’t really matter.
Lee Kantor: [00:00:45] And if your current prospects are balking at your prices, that means that they don’t believe you can really deliver the promise you’re selling. And if that’s the case, then you have to do a better job in terms of getting more testimonials, case studies, and more social proof that will create more trust in order for them to believe that you can really deliver that type of value back to them. Or you might have to tweak your services to just increase the perceived value of all those services so they feel that, again, they’re going to get enough value to pay that price.
Lee Kantor: [00:01:23] And most people are willing to pay whatever price it is if they truly believe that they’re going to get overwhelming value and they believe that you can really deliver what you’re promising. If you can kind of pull off that belief that you can deliver what you promise and with so much value, then it becomes a no brainer for the prospect. Like, everybody will gladly pay whatever price if they think that it’s a tremendous value that it just becomes a no brainer.
Lee Kantor: [00:01:56] And that’s where you really should be trying to move your practice is to create offerings that are overwhelming in value where the prospective client is just like, “Oh yeah. For sure, I’ll do that.” Like, they don’t even have to think twice about it because it just seems like it’s a winner. So, invest your time on creating a service or a product that overwhelms the prospect with value and you demonstrate the trust that they need for them to take the risk to buy it.
