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39. Sales & Repricing So Clients Keep Saying Yes! (Part 2)
Manage episode 436513357 series 3424056
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"Either we're both thrilled to work together or we shouldn't."
We believe that sales is designed to establish long-term partnerships rather than just making the sale. It's about partnership over promises.
Let’s be real - overpromising only leads to trouble down the line. It’s crucial to be clear about what you can deliver and, just as importantly, what you can’t. Clients will respect honesty, and that will set the stage for a long-term, trust-based partnership.
First impressions also matter, especially in our field. So, the initial onboarding experience is where you set the tone for everything that follows. Communication is the name of the game here. It’s likely the reason they came to you in the first place, so be clear, be concise, and don’t shy away from setting realistic expectations right from the start.
And repricing is one of the trickiest parts of client management. From fumbling through overly apologetic explanations to streamlining our process, there isn't one right way to do this... but there are a few wrong ones. Now, we keep it simple. We’re upfront about where our time goes, and we offer clients options that align with their values. Some clients want that deeper connection and are willing to invest more, while others prioritize affordability. It’s all about meeting clients where they are, without overcomplicating things.
Sales is tough, no doubt about it. But it doesn’t have to be miserable. By focusing on partnership from the outset, you set the stage for a relationship where clients are excited to say "yes"—and happy to keep saying it, even when you have to reprice their services. Remember, how you start is how you intend to continue!
Listen in to part 2 of the conversation with Anna and Jill as they discuss making sales and repricing effective and easy to tackle... because it's pretty essential to your business.
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