There are three ways you can defeat pricing objections during the sales process.
Number One: Get people to think about the future because that takes away the present. It makes it easier for someone to say “yes” if you focus on the transformational nature of what you do and on the outcome, rather than on the pricing.
Number Two: Focus on making it an upfront project. They get the experience of working with you. That foot-in-the-door strategy is a marvelous way to get over pricing issues.
Number Three: Think about how to make this engagement a shared risk. Many agencies want to price it so that they have no risk, and the client takes all the risk. Is there a way that you can reconfigure the opportunity with a revenue or a media spend share?
