Season 14 | Ep 154 | Managing Pricing Sensitivity

How do you handle price objections in your sales conversations? Mastering the art of addressing pricing concerns while safeguarding your profitability is essential whether you’re just starting or have years of experience. 

In this episode of The Agency Blueprint, I discuss actionable strategies to help you communicate the value of your agency to your clients during the sales conversation. I explain how to differentiate between marketing-qualified and sales-qualified leads in the sales process to avoid wasted efforts. 

Listen in to learn how to enhance agency-client relationships by building trust through demonstrated expertise, risk mitigation, and solution-driven conversations. 

Key Questions:  

• [00:34] How do you manage price sensitivity during a sales conversation? 

• [01:46] Are you asking the right questions to determine whether a lead is qualified, or are you wasting time on prospects who cannot afford your services? 

• [10:03] Are you effectively communicating the risk and value proposition to reduce price objections during your sales conversations? 

• [16:28] How do you clearly communicate your expertise and ability to mitigate risks to your client? 

• [17:50] How do you offer tangible results and metrics that prospects can relate to? 

What You’ll Discover: 

• [01:33] The importance of distinguishing between marketing-qualified leads and sales-qualified leads to avoid wasted efforts. 

• [04:40] How price anchoring helps guide sales conversations with clients who need clarification on the cost of services. 

• [06:58] Why your expertise justifies higher price points and how to position your services based on market segments. 

• [07:28] The "good, better, best" model for presenting tiered service packages that give clients flexible options. 

• [10:15] How reducing perceived risk for clients increases their willingness to invest in your higher-value services. 

• [11:43] How to set yourself apart in the sales conversation to avoid being relegated to just a vendor. 

• [14:12] How to uncover the real concerns behind client hesitation and better manage their objections.