Speaker 1: In any business,
one of the most dreaded responses you can get to selling your offer, your product, your program,
your course, whatever it may be your service is, is "that's too expensive." And after so many
years in this industry and well over a decade as an entrepreneur and $30 million in revenue
and sales later, I look at this response as an opportunity, not an obstacle. And I want to share
in this video why hearing that is so valuable and the best way to respond that's going to set you
up for long-term success. So if you're excited about that? Give this video a like, be sure to
subscribe for new videos every single week. So the steps we're going to walk through today
of how to best tackle this and when a client says it's too expensive to you, diagnosing,
self-analysis, and then, of course, digging into the actual tactics of how to respond to this in a
way that makes you feel aligned and makes the client or the lead feel really good as well.
This is the place to be to build a peaceful, purposeful, and profitable
online course of business. It's what we do. It's what we've been doing for a really long time. And
if you're serious about taking your unique genius, your skillset, your expertise, your experience,
packaging it, and no longer trading time for money so you can make a massive impact while
also increasing your income, there is a link below to apply to speak to a real human on my team to
see how we can best support you on that journey. And don't worry if you're sitting there going,
"Okay, well this is great and I'm going to watch this, but I also don't really know how to price
my offer." I have a whole video that I created on picking the right price as well. I'll put
it in the description below so you can check that out after this video. Let's get into it.
Okay, so let's diagnose the objection first and foremost, because if we aren't clear on
what the actual objection is, then we have no idea how to actually respond to it. And
oftentimes you'll panic, you'll push, you'll get salesy and gross, and it won't feel very
good. Let me know in the comments if that's ever happened to you, and tell me your panic story,
because I think we could all relate to it. Okay, so diagnosing the objection when it comes
to sales, there's really four core objections. And it's financial, meaning it's all about the price,
the cost. The person is just like, "I can't afford it, that's too expensive," et cetera. I want to
circle back to that in just a second. But the other ones are spouse or partner. So,
"My husband, my wife, my partner, doesn't think this is a good idea, doesn't think I
should do it." Time, "I don't have the time. This isn't the right time." Or uncertainty.
So here's the really interesting part about this objection right here can be encompassing of all of
the above, because if someone isn't certain on the value, not the cost, but the value,
of what they're investing into, they're going to find every excuse in the book to not actually
invest. And people want to be polite. They don't want to be rude. So they're going to use a person,
their partner, as a human shield, they're going to use time as an excuse or they're
going to use money as an excuse. So this can be all encompassing. Now of course,
these other ones can be true, but I just wanted to make that really clear. This uncertainty objection
is probably the biggest killer because if somebody doesn't really understand what they're investing
into, they're not going to invest, period. I also want to clarify something that's really
important to understand. If somebody says to you, "I can't afford it. It's too much for
me right now." Really understand that that does not mean what you have to sell is too
expensive. It just means they genuinely may not be in a position to be able to afford it.
So we're going to tackle that and navigate that when we get to the best way to respond
to this a little bit later in this video. So once you truly understand what the actual
objection is, and it's very easy to do so. One of the things you can say if somebody says,
"It's just too much. I can't afford that right now," the best sort of simple response to that
to really dig deep into what is actually going on and if that is genuinely true,
is to simply say, "Okay, great. No problem. If finances are the only issue, let's just take
that out of the equation. If you could afford this right now, is there anything else that's
holding you back from making this decision?" That's going to help you really get to the root
of what's really going on? What's the actual objection? Same thing goes for, "Okay, well,
if your partner is on board and it isn't an issue for them, anything else holding you back?" Always
want to ask that to truly get to the root of it. Now, really important, before we even dig into
responding or anything like that, you have to understand and feel confident in the price that
you've chosen. We call this value-based pricing. So value-based pricing is always related to the
cost to your client. What is it costing your client to not have the solution and
the transformation that you provide through your program, your course, your offer, your service?
And the way to really dig into that is to think about hard costs and also mental, financially,
spiritually, emotionally, what is it costing them? So I want to give you a real world example
of this. So I have a client who works with women who are coming back from maternity leave and want
to breastfeed their child for the first year. They are committed to breastfeeding for the
first year. So that means they're going to need to pump. And that is her expertise. She's incredibly
good at what she does. She's attracted so many amazing clients and amazing results.
Obviously I'm super interested in what she does because I'm about to become a mom myself.
So just on the cost side of this, if you look at the cost to her clients of not having what
she offers and not investing into her program, that really works?These women,
when I spoke to her and we talked about the cost, she said they're investing into things like
lactation consultants. They're trying all these different methods. They're wasting their time
researching. They're buying every breast pump on the market and not even know if it really works.
They're looking at books, they're looking at all of these different things. And if it doesn't work
out for them, they get so frustrated they're going to be spending a ton of money on things
like formula as well, which is something that they initially don't want to do because their
goal is to breastfeed for that first year. So that's a really good indicator of like,
"Okay, this is what it's costing this person." So you always have to think,
"Okay, here's the solution that I'm providing to people. What's the cost to them not to have it?"
And that's going to help you feel really, really confident in your price point so you can handle
objections from a place of certainty and a place of knowing your value. Which is vitally important
because if you don't know your value, you may be able to diagnose the actual objection, but
you won't feel confident actually tackling it. This is something that we tackle in depth inside
of our Authority Accelerator Program. Like I said, there's a link below to apply. It's where we help
you take your unique genius and your skillset and package it into a scalable online course.
And obviously sales is a big component of that, so we really do focus on it. And one of the things
that I wanted to touch on here is, let's just take that example for a second, and let's focus on the
actual journey you're taking your client on and why it's really important to understand where the
person is at in order to truly understand if their objection is real or not real.
And people are not actively lying. It just happens. So you want to take your client, when you
have a service, an offer, a program, et cetera, you're taking your ideal client from the zero
state to the hero state. You're getting them from where they are currently to where they ultimately
want to be, creating that transformation. Now, here's the thing. So take for example,
women who are on mat leave are going back to work and they want to breastfeed for the first year.
If the client is at the point on their journey where they're newly pregnant, for example,
or they're already six months in, six months into their journey, and struggling. These two
starting points for where they're at are going to be completely different and the motivations
for these clients is going to be completely different. So if somebody is newly pregnant,
they're not the ideal client and they're really not ready to invest. So if they give you a time
objection and they say, "This isn't the right time." Very well could be true and you as the
founder of the business and the person who's actually speaking to these people,
you need to know that, so you can support, guide, and be ready when they are actually at the place
where they're ready for what you have to offer. If they're six months into their journey,
have they tried a bunch of other things? Have they already sort of fallen off the path? Are
you really able to help them? Again, the timing objection may be very true in that sense as well.
The financial objection may also be very true, and the spouse objection. If the spouse is like,
"You've tried everything. I'm sick of it." This program's probably not the right time for them
and it's probably not the right thing that they're going to invest in. And the financial piece of it
as well, if they've bought everything and sunk a bunch of costs into this and they're fed up?
Again, they may be past the point on their journey where they're the perfect fit for your program.
And again, that helps you further assess and diagnose that objection
so you can really understand how to best support them. And that doesn't
always mean selling them into your program. The next piece of this is self-analysis,
to be proactive. And what I mean by this is you have to really be aware of your current
situation and what's motivating you when you are actually going to sell whatever it is that
you have to offer. And I am a firm believer, I've said this a million times on this channel,
selling is an act of generosity when you are a believer in what you're selling and when you know
what you're selling is actually working and has results and is validated. It's actually an act of
generosity because you're solving a problem for the person who needs you most. So self-analysis
means if you're talking to somebody and they say to you, "It's too expensive," and your gut
reaction is to push back and prove yourself and prove the value and prove the worth,
instead of sort of going, "Okay, no problem. I know the value of what I do. So let's figure
out what we can do to make this work for you. We have to consider what's going on for you."
So one of the biggest factors to going into that sort of push energy and feeling really salesy
and not in alignment is that you probably don't have a security blanket. So one of the biggest
factors to creating spaciousness and abundance in any business is really making sure that you
have runway. Runway means that if your business stopped today, how many months are you covered
financially to cover your costs and expenses? So building up runway is a long-term strategy and
approach to never having to really push or force people into buying from you. When we act from a
place of panicking and financial stress and not really caring if the person is the ideal client,
that's often where you can run into a lot of chaos and problems in your business. So
I wanted to mention that first and foremost. Now, the other piece of this and self-analysis,
as I mentioned in the video that I mentioned earlier about how to pick the right price,
there's a big difference between a Googleable and a profitable online program. A Googleable topic or
offer is very broad in general, and it's something that people will just go online and research,
especially if they're not at the right place on their journey to truly invest, and there's no
urgency or real pain for them. Profitable is you know exactly who you're serving, you know exactly
where they're at in their journey, and you know this is exactly what they need. And that's what
you want to create. When you know that and when you've done that, when people try to negotiate
with you on your price, it is a hard no. Why? Your price is your price is your price. You
need to feel so confident in the value of what you're providing and the cost to your client of
not having it, if they say no or they say it's too expensive or they have every excuse in the book,
no problem, their loss, not yours. Or you can work with them to make it a reality and make it
work depending on what their situation is. But negotiating is a no-go. Why?
I've been in business long enough to know that when people try to negotiate on a hard price,
and a price that you've set based on value, they're breaking your boundaries before they
ever even work with you. And what does that result in? A client who's going to continuously
break your boundaries and be a nightmare and suck all the time and energy out of you when
you should be focusing on the people who truly do see the value and actually want
to be there. I would actually love to know, and you can let me know the comments if you've ever
negotiated on your price and regretted it. Let's share those horror stories, shall we?
So the final piece of the puzzle is the actual response. What do you say? How
do you tackle this? So you're having this conversation, the person says,
"That's way too expensive," whatever. They're in panic mode. You have to really understand that
people's immediate response to cost generally is fight, flight, or freeze. And so you want
to really realign them not into, "Holy crap, that's expensive," because honestly? Expensive
compared to what? The amount of time, energy, money they've wasted trying to find a solution?
You add that all up, it's not expensive. So you want to ground them in value as opposed to
cost. So again, easiest first response if somebody says, "That's too expensive," is, "No problem.
No problem at all. So let's just take the finance piece out of the equation. If the finances weren't
an issue, do you feel aligned that this is what you truly need?" They're going to say yes or no,
gives you an opportunity to chat through that. If they say yes, you ask them, "Why? Why specifically
do you feel like this is what you need?" That's going to ground them in the value and it's going
to bring them back to center instead of panicking and going, "Oh my gosh, it's money, money, money,
cost, cost, cost." They're going to go, "Wow, yeah, no, after the conversation we've had,
I know this is what I truly need." And then you can work from a place of planning, guidance,
and support as opposed to panic and pushing, which is never going to work out well.
So then you're really going to know, okay, well this isn't just a option for them. They know
they need to do this. It's just a matter of the financial situation. So from there, you can act as
their guide and you can work with them to find a plan. You can ask them, "Okay, let's plan out and
map out what date makes the most sense for this to work for you and when you can save up by?" Or, "We
can break up the payment. Would that work a little better for you? And what does that look like for
you? In an ideal world, if you could get started today, what would you be able to invest?" Just
having a natural conversation about this and not freaking out is the best way to get your client in
the door so they can get the results that they're after and for you to feel in total alignment.
And if they're still coming back to, "It's just too much money," et cetera, you want to ask them,
like I said, "In comparison to what? What is this expensive in comparison to?" And
explain and just say, "I would understand if this was expensive because it didn't deliver
on what we know it delivers on. But because we know it's going to get the results that you're
after, X, Y, and Z, is it still expensive for you?" And if they're still kind of going back to,
"It's just too expensive, it's too expensive, it's too expensive." Again, it may not genuinely
be the right time for this person. They may not be at the place where they're actually ready to
do the work. And that's a lose-lose all around. Doesn't mean that you forget about this person.
You still want to continue to nurture, et cetera, but you still want to try and ground it back.
So you want to ask something like, as I mentioned earlier, "Compared to what? I would understand
that this is too expensive if it didn't deliver on what you need and the results that you're looking
for. But from what I understand and what you've mentioned in saying that this is exactly what you
need and the reasons that you gave? It does that. Am I wrong?" And another helpful question is,
"Okay, let's just paint a picture. Let's say it's six months from now and you haven't made
any progress on this. What do you think that's realistically going to cost you,
mentally, financially, emotionally?" Have them talk about that, ground them again in the value.
And then to kind of wrap it all up, you can simply say, "Okay, I want to ask one final question. You
got on this call, you booked this call with me. You came to me for the solution. I'm so curious.
What brought you here?" To ground them again in their intention and knowing that they are
here because they need help. And so then you can simply say, "I know, and as you mentioned,
this is what you need. So either this is a matter of you don't trust me, but as you mentioned,
you have a lot of faith and trust in this process and you know it's right for you,
or you don't trust yourself. And for me, what I'm seeing is it's more so the latter."
And then you can really dig into that. And again, if they are so consumed by their own fears,
that's something you can work through with them. Whether they're going to invest right away,
invest two days from then, invest a month from now, it's delayed, but not denied. Every person
who comes to you seeking help, inevitably at some point they're going to be ready. So you
want to lead with compassion, generosity, understanding, and to be a guide and a
friend for them so they don't panic themselves out of the solution that they really need.
So to summarize, if they truly cannot do this right now, then you want to make a
plan. Make a plan of, "Okay, we are going to touch base on this date. That is when
you think you can have X amount saved by, and that's when we'll get you started and ready
to go." Then you're working with them and not against them and you're not giving up on them.
If they truly can invest, but they don't have maybe the full payment, then you can work with
them on what makes the most sense in terms of maybe breaking up the payment, having a deposit,
et cetera. But again, you're going to make a plan. A plan with them, not against them.
So those are the two options. That is the best way to respond when somebody tells you it's
too expensive. It's not about pushing. It's not about proving your worth. You know your value,
you know what you do, you know the results you get, and you know you have something that they
need, at the end of the day. And it is an act of service that you're providing that to
them. So you both need to be at the same page and totally aligned that this is the right decision.
And then that leads to the most incredible transformational results for your clients.
And I think it's so important to understand you don't need or want every single client on the
planet. You want to work with the people who are ready to do the work, show up,
and truly invest, because that leads to, again, long-term success for the business and a ton of
social proof, validation, credibility. So like I said, this is just the tip of
the iceberg. We work with our clients inside of our Authority Accelerator Program every single
day to scale their expertise and package it into an online program that can smash the impact and
the income ceiling. And if you're ready to do the same, click the link below, fill out
the application, and speak to a real human on my team to see how we can best support you on that
journey. Everything we do is completely organic and it focuses on high profitability, peace,
and purpose in your business and creating an aligned business model for yourself.
If you got value from this, I'd love to know in the comments below what your light bulb moments
were. Comments are my love language. Give this video likes so we can reach more people in the
algorithm. Be sure to subscribe for new videos every single week. And like I said,
check out this video next on how to pick the perfect price point. I know it'll be
really helpful concerning what we just talked about. I'll see you in the next one. Bye.