It’s a common error, and I see it all the time:
The idea that in order to land clients, you need to discount your work. “Otherwise I’ll price myself out of the market!”
Most of the time though, that’s not the problem.
Instead, the problem – and the solution – are to do with positioning.
Behold:
Far too many people, including those with extremely superior skills, take the small, subservient role:
The position and attitude of a supplicant.
“Please mrs. Buyer, would you please buy this thing from me? If you don’t mind me asking?
“Oh, and wait: I’ll give you a discount!
“And throw in a bonus!
“Will you buy it now, please?”
Sounds weird?
It happens though in this format or something similar – and it’s a perfect way to talk a buyer out of the purchase.
When you sell, you’re the prize.
Consider:
For the work that you do, how many potential clients are out there in the world?
Dozens, hundreds, maybe even thousands.
And how many of you are there?
One.
That means that you are a super-scarce resource, with only 24 hours in your day and a method and Intellectual Capital that are superbly unique to you.
Scarce resource, you?
I’ll say.
And yes, of course you need to win the buyer over.
But that’s only half the story, and you just don’t win over clients by positioning yourself as someone who needs a favour and a blessing.
The other half of the story, that’s the client winning you over.
Getting your ok on working with them.
And that is why you can’t afford to set yourself up as if you were a commodity, and get all beg-y on the situation.
You’re unique and scarce.
You might well be in a saturated market, but you’re still a rare breed.
So whenever it comes to asking for the sale and enrolling your buyer:
Be the prize.
Cheers,
Martin
P.s. How to have a conversation with buyers that positions you as an authority and a coveted resource, without manipulation or faking it, that’s what you learn in my 10-week training programme.
And in case you missed it: it’s available to you at $1500, but only until midnight, December 31st. If next year you want your buyers to enroll themselves, this is where you go to learn how to make that happen: http://martinstellar.com/helping-good-people-sell-more-and-generate-a-bigger-impact/
