You just got a business lead. What do you do next? Call or email the lead of course. You set up the meeting, maybe you qualify them first as well. 

Then you set up your agenda for an amazing meeting.

How To Analyze and Win a Sales Meeting

Now, it’s go time! Show up to the meeting early if it’s in person or if it’s a call be sure to dial in at least three minutes early.

The meeting is going great and then! ‘Well, your pricing is a bit high for us.’ This literally happens to me all the time. We have seconds to analyze the situation and figure out what to do. What do I do? Reel them in.

You have to figure out why they think you are too expensive. Have they thoroughly thought through your pricing or is it just sticker shock. I’m not a big fan of discounted work, but sometimes it may make sense. Those situations are for you to decide for your business, but if this client has the ability to make you more money you may want to do the work. 

Things to think about would be exposure, ability to lead you to additional work within that organization and additional leads from new customers. 

Don’t Give In So Easily

You are awesome at your craft. Maybe you are an accountant, lawyer, copywriter, designer, food blogger, crafter, you get the drift, but you are terrible at business. It’s a craft. You have to recognize that just as you are good at your specialty, so are those in business, marketing, advertising, and sales. What will set you apart? Being proficient in the business side of your craft.

There’s a story in Think and Grow Rich about a man who mines for gold. He thought he would make millions and quit just three feet away from the prize. Think of your meeting as the prize. Don’t give up. He sold his equipment and the next man down analyzed the mine and realized that he was just three feet away from millions in gold. Just three feet away and the man before him quit and sold all of his equipment. The man who bought the equipment found an expert who helped him find the spot. Find Your Spot. Don’t quit.

I totally understand that you typically work with X company for X amount and that’s great. We’d be happy to match their pricing so that you can see that we are a better fit for your company. And when you have more projects in the future you will see why our pricing is different than theirs.

Once they see how much better your process and product is that the current competition, they will have you for life. Think about it, why are they floating out interest from others if they are happy with their current customers. Here’s the thing, they aren’t.

As Daymond John said when I interviewed him, a No is always a maybe.

If you give in so quickly, so will your business. Many times, these conversations are short three minutes calls. Don’t take no for an answer. Get creative and WIN the deal!