How To Respond When Clients Say You're Too Expensive- Roleplay
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- เผยแพร่เมื่อ 2 ต.ค. 2024
- What to say if you're client says you're too expensive or I can't afford this? Worse yet, what if they dangle the carrot of "I have more work where this comes from"? How should you respond? Tired of getting the short end of the stick?
Learn more about our Business Bootcamp, designed to help you attract the right clients and grow your business: ftris.me/kbau9OO
Here's an alternative approach. Cutdown video of livestream. Original unedited version here:
• 🔴 RAW: Logo Pricing Ch...
Sharif El Komi
sharifelkomi.com
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0:22 Use Price Bracketing to establish budget range
0:48 Embrace and then pivot
2:18 Remind the client why they are calling you
2:49 State why you are different from other competitors
3:08 Try to kill the engagement
3:17 Plant seeds of doubt
3:17 Client dangles carrot
3:46 Check the symmetry of logic
4:10 Client doesn't give up so easily
4:48 Level with them: What's the maximum amount of money that you're willing to spend on this?
5:18 Be flexible with the budget gap.
5:46 Let them know that the price reduction is only for the first project.
6:17 Give yourself room to negotiate down.
7:05 Explain that they are paying extra for assurance to get it done.
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I love your questionnaire process, who designed it?
What is your email address?
"If it worked out so well, why are we talking?"
Reverse it on 'em!!!
Uno Reverse card
Because he died.
@@wolfpackflt670 I promise I won't die on you then.
@@mrbennett qQ
ahahahah so goood!
0:22 Use Price Bracketing to establish budget range
0:48 Embrace and then pivot
2:18 Remind the client why they are calling you
2:49 State why you are different from other competitors
3:08 Try to kill the engagement
3:17 Plant seeds of doubt
3:17 Client dangles carrot
3:46 Check the symmetry of logic
4:10 Client doesn’t give up so easily
4:48 Level with them: What’s the maximum amount of money that you’re willing to spend on this?
5:18 Be flexible with the budget gap.
5:46 Let them know that the price reduction is only for the first project.
6:17 Give yourself room to negotiate down.
7:05 Explain that they are paying extra for assurance to get it done.
Bless you
Hmmmm... wish I had this “class” before I met for all my gigs
If only my brain work as fast as Chris's. Most of those thoughts would never enter my head.
22+ years of practice.
I bet Christ has every comeback for every objections the client might have with his 20+ experience. Thx Futur for putting these contents out there such that we younglings can benefit from that experience!
keljnr same... stealing those eye surgery analogies tho.
Training day in day out.. training even when you've already know... You don't use it, you lose it
Don't beat yourself down. It comes with experience.
Please make this conversation in liquid form so I can inject it right into my bloodstream.
Chris you are doing a phenomenal job at educating us professional designers! I hear that "I got so many people that will need work "so much, that it's starting to be the standard hustle to get a discount. Don't ever discount good quality, the people with caviar appetites and peanut butter wallets are the ones that will work you to DEATH!!!
"If it worked out so well, why are we talking?" This
It's soo good 🌝
the cool and collected responses are great. No attitude, no bs.
Watching this on Loop! Loved how Chris is calm and composed throughout without making it seem arrogant.
Aaah the famous client carrot "Charge me less or nothing and I will come back". It's international, who knew it...
it's universal. I'm sure some aliens are saying it to some other aliens.
* This handsome pre-owned UFO, has only been driven to Uranus on Sundays. Cow Catcher / Memory Eraser factory options predicated on sign up of 5 billion light year lazer to lazer maintenance plan.
Oh yep. If we could live off promises and good intentions, it'd amazing. It'd even be easier for accounting, too ;)
" If it worked so well, why are we talking ? " I just had a conversation, and this would be the perfect answer, smooth and right on point, holy shit.
Damn! I know you're successful at what you do already, but if you were a televangelist, you'd be a multi-billionaire.
i'm a youtube Vangelist.
That's not good.
2 mins into listening, I hit the like button while I kept taking notes. And with each good sales argument that Chris responded with, I tried to hit the like button again... forgetting that I had liked it before.
Damn! This is priceless insight... and for free?
You got me man!
Subscribed! 🙌
I watch this video every Monday! Just to stay fresh for calls during the week 🙌🏽
nice!
Some days I feel like I will never establish a profitable agency on my own. Then watching these videos gives me hope. Thank you Chris.
No exaggeration... I've watched this like 17 times in the past couple days. Powerful.
have you cracked the formula?
The Futur Embrace and Pivot!
Texas Media Foundry Transportation Video Division same here!
I can understand ☺️
Same!!!
Y'all are really helping me in this time of need. I really understand now the process as a designer and as a businessman.
Holy shit, I'm going for a meeting right now in my cab and this video couldn't have been perfectly timed.
Scientist X how did your meeting go???
Did you charge $1,000 for a logo?
I'm a simple man, I see a Futur video uploaded at 2am, I hit the like button.
man tony. you are on it!
Tony / LopezArts I'm a simple man, I see a new Futur video, I watch it.
Sylvan watching isn’t enough, you have to SMAAASH that like button! *in obnoxious youtuber’s screaming voice*
@Tomas, Then immediately go to all their shops and scream "SHUT UP AND TAKE MY MONEY!!"
SOOOO TRUUUUU
Watched it multiple times and took notes. And most importantly, put in action.
I've been able to use some of the Futur's sales strategies in my recent engagements and it's been surprisingly helpful. Price bracketing (and aiming a little high) gives the client an opportunity to negotiate down without dipping under my minimum price threshold. Embracing + pivoting gives me more leverage by just being empathic and honest with potential clients without coming off as defensive and insecure. You guys rock!
thanks Roy. continued success.
I love to watch Raw episodes but sometimes it is hard to come back and find the things I need to focus on a 1 hour + episode. Would love to see this little nuggets more often as they help a lot on finding what I need at a particular time! Thanks ;)
I don't have any words after watching this video.
Super smooth negotiations.👌👌
This was simply amazing.. Literally needed something like this for a meeting later today.
The role playing videos are definitely my favorite now.
Thanks Futur!
3:40 was gold...carrot dangling! Future work...ugh
Loved how that was handled
did you like the subtitles?
So true...This is the most common trick that's played, we've got business coming your way. Great insight as a creative professional. I sometimes tell my prospective clients, "That sounds awesome and i do hope we work together, but the only time that matters is now, so let's talk about that"
@@thefutur absolutely love the subtitles..thank you SO MUCH the Futur!!!
Hey Chris,
another great video! I'm sure a lot of people like myself would like to see you do a video on objections with prospects when you're the one that's reaching out to them. In most of your videos, clients are coming to you. If you already have one of those videos, please send the link!
Wow 3 years ago and this still goes hard. 🔥 I definitely learned a lot 2nd year for my mobile detailing and trying to find new motivation and ways to have conversations with a cool cap on, no matter how rude some callers are.
your videos are so valuable! Watching them with my cousin and tattoo artist in the Cap vert islands
Thank you
"Sure, I'll have to think ab..." "Take you're time!" PRICELESS
The client man played so hard..Well done both of you..I will try to implement this :)
Fire always Chris! That beat at the end is also heat!
Thanks
The last part is a masterclass. "I know, my prices are crazy! Until you start comparing me with those who charge much more for the same work. I think I'm a bargain."
Master Sensei Rabbi Teacher Guru Rector thank you for your kind outpouring of wisdom.
You’re very welcome
It's so refreshing how the conversation was handled. I like how you kept control of the entire conversation, being confident and knowing your worth. Sometimes we let money lead us and therefore under value our self. Taking notes!
One of my client told me the other day : "Ok, so $4000 for this project? I've worked with a big agency last year that did the same kind of the job for pretty much the same price." I mean, honestly, I'm not sure what I should tell him. I know that big agency doesn't automatically mean big results, but he's not entirely wrong. Why would he pay me $4000 when a big agency with multiple people working on the same project, that have worked with hundreds of clients, charges around the same price? I know I can say that I can deliver probably faster than they can, or that at least, with me, you are directly communicating with the one designing the job. Or saying the famous "Ok, so why are we talking?". But other than that...? Any thoughts on how I can fight against these big agencies as a one man army? Thank you!
yeah. ask me on the air. i'll tell you how.
the short answer is to ask, if it worked out really well, why are we talking? i mean, i don't want to break up a happy family. where did they not deliver? what happened?
Thank you very much. I'll try to get on the live shows soon :) Amazing content.
Forgive me intruding: In agency, the one who design not always the one who talk to you, and your preference would definitely be distorted or loss in the way of channeling down your requirements, and you'll found them keep returning to you making you feel attentive and worth the price, but infact they are concealing their inefficiency with their paperworks, nice suit and flattering speech. Plus, unrenowned agency don't hire truly experienced designer to threaten their stands, hence your work is most likely fall on a poor hand. Customer approaching agency has a typical shallow mindset worshipping the superficial vanity illusion to satisfy mental insecurities; you never knew you're actually feeding their over-inflated ego, helping them to pay wages of inefficient management, employees, and even rent. Nevertheless, you have to prove your work is better than (or at least the same as) the freelance community and true agency standard in the first place.
Curious, how do you decide what clips to breakdown from the RAW live streams?
It's like you read my mind, I've been returning to this section of the live stream to take notes and here it is, edited for us! Crazy.
Jonathan Perucho this is what resonated with the audience.
I love the end. I think I' m a bargain, boom!
Love the lessons
Dr wells😊😊😊
(Excellence + Concise + Creative) x Dreamy Music = Futur(Success)
so this guy is like some sales ninja 😂 everybody looks at him in awe. I do wonder if he’d sell as much in real life though. If he’s that good, then why is teaching sales what he does? He should be the main sales person of the biggest company which sells the most expensive products in the world or sell stuff for his own company
I like the crazy reaction part better.
hehe
I think we are all so scared to speak our mind (in a respectful way ofcourse). Afraid to say no to work and lose clients. But the truth is if you do work at 'cheap' prices that you aren't happy with you just arent going to take it seriously. The value just drops for the designer. I wish clients just understood that
This is wonderful! I deal with clients like this too often and have difficulty handling them. I usually drop them, but I wonder how to salvage them.
This has given me a better point of reference.
Damn.... this channel is heaven to me
Another amazing video!
God bless this channel
Can you do a role play with Melinda about this client objection and explain it in more details? I think Melinda does a good job as a role-player. She asks really good questions and try to push back like a client. If you have done it already please direct me to that video.
just did it on ep. 7
The thing is that normal clients don't even start "I got a guy that does it cheaper" discussion. I got clients that pay higher! :D
Dmitry Lepokhin right?
right!
from what I found this type of conversation starts when the client don't see the value of your work because when the value is clear the decision is easy ;)
Quick question(promise it's a small context story):
We charged the client a lower price in the past. We have now increased our prices as you said - it worked on some clients which is great!
You also say we should charge according to how large the client is because the work we provide him is worth more than the same work we provide to a smaller client. Which is legit.
Now, the client grew into a bigger client and we have increased the prices according to how larger they grew. But they say we used to charge them less and they are asking why the (high/extreme)rise in the price now.
It's hard to tell the clients that your prices increased because they got larger. How do you approach that ?
P.s.: we cannot say that they grew larger because of us. Our impact on them was, probably, marginal.
Also, they expected a price increase but not that "extreme".
Thanks, Chris.
I have noticed when I go lower or even go with a client that my gut tells me no, I end up regretting it and work double. Learned that like two months ago.
trust your gut. it doesn't lie.
Chris spitting out real bars 😂
i only like Chris do in this channel i think may be i relate or whatever thanks so much
There is value in these roleplay videos. However, one person is playing themselves. The other person is trying to put themselves into role of someone whom they are not, and they don't have the real-life experience and imperative to draw upon in the conversation. it's basically a pro versus an amateur.
Yeah. That’s the difficult part with some of these young folk.
Even though I work at a company this is extremely helpful, but it does leave me with one question: When you charge more, does it mean you'll be spending more time on it as well?
He said this in previous video. Ask for a price you can deliver. Price equals value.
Thanks, that is so true!
Look for a Ted talk something about "why we like what we like" some interesting theories, the one that Got my attention is that we like more the stuff that cost us more compared to the same objet at lower price. We convince ourself that it's better because it's more expensive. Apple uses that theory.
Esteban, thank you for the suggestion. I will look it up, and yes that is so true!!
Your all video is like customer coming to you not you going to the customer, I need this skill to start my business.
can you create a video on it: when we go to customer to influence and get them on boat.
INCREDIBLE
You nailed it, great, thank you✨😎👌
OMG, hahahha I hope we can be so tough and quick-witted like you! Thanks man, you are setting the standards! I am turning into a designer, but I am an artist and art.. is soooo unappreciated..
from what I understand,
He's just asking how much the price because the prospect doesn't know yet. the prospect like your work but doesn't know how much you charge.
If I were the prospect and really can't afford the price, I would've probably response: "Just inquiring, I'll let you know once I finalize things, Thanks for your time"
Watched this August 2017. Still watching at 2018. I need this everyday. Super thank you
Monica you’re welcome.
Pin me daddy
not sure what that means, but ok.
The Futur i cant really bealieve that you actually answer, i'm about to join graphic design in college and dont have any pc, would yo do a video about a budget pc for starter designers?
yeah. the budget PC is to buy a used Mac.
The Futur theres no such thing like that here in Colombia
i don't use PCs. sorry. buy whatever you can afford.
"Are you a gambler ?"
That line is fucking magic :D Made me sub right away when I heard that in another video.
Glad I found this channel, keep it up :)
Ending song is pretty cool, but you don't have to put it over and over. Or at least make it to the 10 minute.
Golden.
Man,you are great
I don't know how to feel about the convo, Chris seems too aggressive, but I guess that's just the way it is to 1. Establish value, 2. Emphasizing on the client needs, 3. Landing a good sales.
I thought the conversation was good, but the inexperience from the chap on the right shows. Business people are harder in my experience. They don't show their company in a negative way. They come with hard budgets and are extremely firm on them. Also, I'd never spin the conversation and question their wage, that's an argumentative tactic and you risk a rocky relationship.
I have two eyes.. And i have one business, i'm gonna pay what you need.. Thats very smart!
wow wait a second, clients actually message you back saying you're too expensive? most of the time people just don't email me back if I'm out of their budget
The role play could use some work. The customer is going to say "the last guy did it for $200 and he did it on time. The reason we aren't working with
them anymore is because they retired, they died, they moved out of town," you name it. Not "oh they didn't do a good enough job". The guy you role played with seemed like he got put on the spot, while you had all your canned questions and responses ready to go. This interaction didn't seem typical of a real life scenario to me.
This doesn't get old! It's as relevant as it was at the time it was posted. Beautiful, thoughtful and insightful.
I see, so you have to know your market too. I go in it with a blind eye and at times I got paid slightly above minimum wage and at times less. Awesome video.
Have you considered battling back with ‘designer’ lyrics and using that 🔥 outro beat? 🤚 🎤
I would like to see this Negotiation scenario done with a typical Nigerian Client. But I'm definitely taking this approach to my next approach! Thank you!!! 👏🏾
Ohhhhhhhhh🔥🔥🔥🔥 it was really Epiccccccc. Luved the way u handled the situation Chris😉
I am ready for the next call. Thanks Chris!
were you on the last call?
The Futur Ya. On the last call, I agreed on their rate and regretted it. They asked the exact question "but Raj do it for $..", I did try to explain but they convinced me.
Man, you are incredible. I know, based on people say that "everybody can learn about business". But you.... you think so quickly and your confidence is enviable.
Haha! I love how horribly incorrect the subtitles are!
I like that you guys took this segment out of the live show. I enjoyed watching it the first time; and I really like it the second time with the notes included.
glad you liked it w/ a little analysis.
It's awesome in a spoken conversation, but how to deal with written bidding. When you go to a client and there are dozens of other messages, the stakes of a sound argument no longer valid.
you need to get the perfect proposal.
200k+ subscribers by the end of the year confirmed
we are on track which is super exciting!! we need to average 400 subs a day and we are well above that. thank you!
Now that was good. Do more of these.
THis is lit af!!!!!!!
1000 to 2000 Dollars? What if the Client mocks you with "I can find tons of genius artists who sell their art super cheap in the range of 150 to 200 $ on freelance market destroyer websites like Fiverr and Upwork? How do you change clients' perception of these horrible sites? And make them pay you higher when everyone just running compition making there prices so low. The value of artwork is just trashed.
You don’t. Find clients who want to work with you and value your work.
Thank you team "thefutur", I would like to ask one question to Chris, when I ask this type of similar question to my clients, what just Chris said "As a vendor when you sell something to one of your clients where somebody says I'll give you half of what you're worth and if I like it, I'll come back and give you something more, would you do that deal?"
The reply I got from the client is, you're a graphic designer, it's not costing you anything, but I'm selling a product, so I can't give that in a less price.
And this way, I'm loosing lots of clients, what should I do?
There’s no point in working with these people. They don’t value your time.
One mistake here was to bring up Fiverr. Never mention competitors especially cheap options if your client wants to pay less than your rates.
Other than that, this was impressive!
it's a strategy. offer other options. I'm not threatened by them. if it's a good fit, the client will save money.
@@thefutur I watched a few more videos of yours, and now I do understand that this is your strategy.
You clearly have it figured out and are passed client relationships 101, so who am I to argue!
I usually will said if u can't afford to pay U should try create it by yourself with canva.
That long outro, I dig.
too good
notification squad booooyys!
I want this kind of discussion everyday from Pakistan!
Hey Chris! Hope you are doing great! Awesome content again.
I've a quick question. A client asked me for 10 animations around 30 seconds, I usually change per seconds but as I have seen your videos you always give an estimative of quotation for logo design. How should I do for animation? How can I estimate this quotation?
Quick question bonus: If I apply for a PRO member, do you guys would help me in situations like this?
Thanks :D
André Saad yes. We go over a lot of business issues. Try it.
Thanks a lot guys! I was thinking about it few weeks ago.
Yes, I can afford it! The value of this channel is bringing to me is insane! I never followed or I was not a You Tube heavy user, since I found this channel I always stay tuned on my notifications to see if you guys have uploaded new videos. Also, I'm watching all videos..
See you guys on Pro membership!
Is there a lock-in period for Pro membership?
This is the kind of negotiating I think a lot more creatives could benefit from
Like this section trimmer and uploaded back from the RAW
Love your instagram dude :D
Haha... Thanks Pranshu Bhatia :)
Getting compliments through the futur platform :
I have a question:
You said in a different video NEVER discount and yet you went on a steep discount to get the client.
I always give an honest price and don't want to haggle the price and feel that this is a real problem.
I could discount if i felt like it but I wouldn't get my time's worth.
Hopefully as Chris and-or his business teachings becomes commonplace all our prices will become living wages as they we're before the internet. Spread the word... SPREAD THE PRACTICE of sound business policy.
Damn this was very helpful
Glad to hear
The line right at the end is gold dust in client objections: "My price is crazy .. until you compare me to people who charge more for the same quality of work, I think I',m a bargain" .. Because the when a client says I've seen others in your profession doing it for 200$, is like saying I won't pay 1000$ to stay at the 4 Seasons cause I've seen hotel rooms for 50$ ... Chris Do is the pick up artist of the creative sales industry !
On 4:00, and if the client's answer is something like "Sure!!! If that client is a potential client that can bring more clients I definitely sale for less...", how can we argue against??
this video is AMAZING! Smash that like button ppl!
Thank you. !!
I agree with this video. There is prob one more thing that I do differently versus others. I charge 100% upfront. I’m stepped away from that 50/50 split partial pay culture and I wish others would too. Many many clients have this baked into their heads where they don’t want to pay 100%. It’s been 2 years since I’ve changed this strategy and clients pay with no problem and get the content they need.