Could you justify a $20,000 a month – MONTH – price to a client?
Lots of people would struggle.
Everyone’s immediate response would be to talk about everything they’d include.
- Their experience
- The hours they’d commit
- The campaigns and programs they’d run
And all that will get you, is a big fat rejection.
Because you don’t justify the cost of the house, by tallying up the price of each part.
No one in the history of buying houses has ever looked at a for sale sign, with a price, and thought “there must $100,000 worth of bricks in it then?”
You sell ultra high ticket products with a six figure price tag by comparing what the customer will lose, gain, keep and avoid.
Gain i.e. what will they gain if they buy
Loss i.e. what will they lose if they don’t buy
Save i.e. what do they already have that they can save if they buy
Avoid i.e. what can they prevent from happening if they buy
If you can attach a monetary amount to these quadrants, you can easily justify a $20,000/month price tag.
Just ask the client, “what would you stand to gain if this all went well?”
Get them to list out out. Get them to attach a monetary amount to each item in each quadrant.
Practice this yourself – you’ll be staggered at how easy it is to start justifying massive prices.
