Now that you have told the opportunity about your service using features and benefits. Time to tell them how much this will cost them. If you asked good qualifying questions you should already have a good idea if your pricing is going to work for them (check out newsletter 4 – BANT)
After I tell them about the services I like to take a quick pause – does this fit what you are looking for? Let them hopefully tell you yes!
Let’s say they tell you no. Ask them why. Maybe it is something you can amend or adjust for them, if not, wish them on their merry way and move on. Saving yourself and them time.
Let’s say they say yes! Based on what you have told me about your desired date your rental rate would be X.
Tips for dropping the price bomb:
After you hit them with the price bomb, now is the time to tell them why you are worth it. Why you are awesome. So, you have to know what makes you special and better than your competition.
Homework: Brainstorm a list with your team. How are you different? Why should they book you over your competition? This list should be at least 5 items deep. If you cannot make this list, how do you expect to convince an opportunity to pick you?