In this video, Chris and Pro Group member, Mo, act out a role-play scenario where Mo is the vendor and needs a video for $1,000. We’ll see the role-play unfold and watch Chris as he navigates this obstacle, knowing his minimum level of engagement (MLE) is $4,000.
Start by Asking Questions
Questions allow you to dive into the client’s problem and guide the conversation forward. You want to ask more than you tell to really understand what the client needs and how you can help. We cover this in plenty of our other negotiation and sales videos, but only because it is absolutely crucial. If you don’t know what the client needs, you’ll walk out of the conversation without knowing how you can best help.
Put the Price in Perspective
Mo’s budget in this role-play scenario is $1,000, but for his hypothetical business, what does spending $1,000 look like for other expenses? Does that fall on the high end or low end of things? And what kind of value did those purchases bring to the business, if any?
When Chris compares the price of his services to something Mo regularly spends money on of equal value, it helps him see how his initial budget is less than what Chris’s work is worth.
Prepare to Make a Counter Offer
When you’re negotiating, it helps to have an extra trick or two up your sleeve. Clients may not always go with your initial price or offer. They may be firm on their budget—just as Mo is in this role-play—and not budge whatsoever.