Ignore this at your peril!
This one sentence could be the difference between charging $25 and $25,000.
I remember the first time I had the opportunity to pitch a $25,000 project BUT it was in front of people.
I’d closed five figure deals before.
But something about an audience changed the dynamic for me.
All of a sudden, I knew I HAD to close the deal or I’d look like a fake.
It put this kind of “old” pressure on me that I hadn’t felt since I first pitched a $25,000 deal.
The reason I had an audience is because I was live streaming the call and I had some clients watching me on how I sold and closed.
The lead DID know they were being watched, but it wouldn’t be recorded and they couldn’t see all the people watching me.
In essence, I was desperate to close this deal because I didn’t want to look like a jackass.
The time came when the lead asked the killer question:
“Ok Mike, how much is this gonna cost me?”
And I replied “It’s $25,000”
That was all.
No “It’s a $5000 deposit and $1500 a month for 12 months”, no “It’s $2000 a month for 12 months and then a rolling contract”.
I just give the number. It’s what I was taught to do. We’ll figure out the details after the shock and silence wears off.
I’m happy to say this time, the client closed.
Now of course there is a chance that they closed because they knew they were being watched.
But no one else was on the call and when we came to taking the payments, I told them I’d stop recording and kick the others out of the room.
The client said they’d totally forgotten they were even being observed.
After we took payment and signed them up, the only thing that came up again and again from my clients who were observing was:
“You said the price so confidently.”
It struck me as odd because it wasn’t even something I’d noticed.
But then talking through the process with them, I explained how for the first few months, after I decided what my price was going to be – $25,000 – I would walk around and practice saying “twenty five thousand dollars”.
I wanted it to sound natural and matter of fact.
I didn’t want to stumble over the words.
Practice saying the price out loud. Get used to it. Get used to the feeling in your mouth of the words.
It’s worth $25,000.
