Scott said it better than I did or could have.... as usual!
I am a salesman as he defined. When I said I'm not a "salesman," I simply meant I don't hammer folks with pressure or struggle in the face of adversity to "ed-ju-muh-cate" them beyond my normal pitch.
I'll give my presentation which answers most questions they would have, and then I answer any remaining questions they have.
If price is still an issue for them,
after they have seen it on the site,
after they have called me for a preliminary chat,
after they have met me for a consult,
after I have explained in great detail and an immense package of planning materials what I do and how I do it, then they're free to go nary-a-peep from me!
My philosophy is based on the way peeps work when initially shopping services. You can throw subjective labels like "right" or "wrong" at the way they go about it, but this is how it works:
Step 1: Find out rates. Guys who are in my price range will go on to step two
Step 2: Meet with/talk with all fellows in my price range.
Step 3: Make a decision from those remain after qualification.
Knowing that that IS the process, I don't try to "pull any tricks" on Step 1. They will see on my site what I charge, and if it falls into what they had allotted previously or comes in under what they were expecting, I'll hear from them, and if I meet with them I will probably GET them.
I have no interest in "changing the mind" or "educating" the person who has disqualified me based on number 1 alone. No interest at ALL in trying to "convince them" as to "why" they should "consider spending more" or "why" I am worth more.
Of course if that question comes up from their side, you can bet I am going to enumerate all the reasons I am worth my asking price and why they would be well-advised to pick me over option x, but I am never going to go down that path of my own accord as a tactic.
I'm not desperate, and I don't need to resort to desperation plays, and don't need the ego-boost/soother of "letting them know why Im worth more" after they've already clicked the mental-switch to rule me out based on sticker shock alone. Sometimes its almost like those guys need, consciously or not, to go through that whole educating process for their OWN benefit rather than for that of the client... whom they should KNOW they've lost at that point anyway. The "education process" is more of a last-jab or a "sticking it to ya" by the provider in question - subconsciously justifying it to themselves while saying it out loud to the prospect.
If it gets to that point and the sticker-shock switch has been thrown, don't fight it. Don't "educate" it. Throw it back and wait for a client you deserve who is worthy of the value you provide. And those folks are going to be the one's who SEE the value you provide without having to be "schooled."
Just my thoughts, as always!
