Really annoying when that happens, isn’t it?
You’ve spoken with the person, they love what you do, they have a clear, present, need & want, you’ve made your offer…
And then they say “I just don’t have that kind of money”.
In some cases, they’re stating a fact. Sometimes, people just don’t have the funds to pay for your offer.
(Then again, people often hem and haw about buying your work and the cost of it, but then they’ll turn around and buy a TV or phone or an extension to their home. But anyway)
In many cases – if not most of the cases – what they’re really saying is “I don’t have the money for that”.
Where ‘that’ means: the value that you could bring them, but that you didn’t manage to adequately show.
In other words: most of the time, the only reason they don’t have money for that, is just because they didn’t see yet how valuable buying would be to them.
Because that, to them, is value they want, and so that’s where they allocate their money. They have the money for that.
So if they clearly need and want your help, but they tell you they don’t have the money or it’s too expensive, remember this:
It’s your job to have a buyer see the value of what you’re offering.
And if they don’t, it means you didn’t get that value expressed and perceived.
And, it’s not necessarily game over at that point.
You can still continue the conversation, and still get the deal – but only if you ask questions that have the buyer see for themselves what the value of your work really is.
And one very powerful question to ask is:
“If money weren’t an issue, would it be a yes?”
You’ll be amazed at where a sales conversation can go if that’s your reply to “ain’t got the money” or “it’s too much” – try it!
Do you ever get into situations like these, where people want your thing but they didn’t see the value?
Then my 10-week, live, 1 on 1 training programme will fix that for ya right quick.
More information here.
