Welcome to half three of our four-part weblog sequence on establishing worth with purchasers!
At present’s subject will not be the simplest to grasp in writing, however I’m going to present it a crack as a result of it’s a method my family makes use of on a regular basis.
Shifting to a “NO technique” to get the purchasers and work you need.
It is a approach that I realized from Chris Voss in his Masterclass on Negotiation. I take advantage of it on a regular basis when navigating consumer offers, shopping for issues on Fb Market, hiring contractors or speaking to troublesome folks.
Matt and I all the time strategise with this system. He’ll typically ask me – “did you utilize the NO technique?” 😝
Learn how to Use the NO Technique
Right here’s the deal.
It’s a lot simpler for purchasers to say *no* than to say *sure*. Not solely do folks really feel protected and in management when saying ‘no’, however when an individual reaches choice fatigue on the finish of the day, we are saying ‘no’ extra typically.
The trick Chris Voss teaches is to search a *no reply* which is sure in disguise.
Let’s show this with examples the place a ‘no’ is really a ‘sure’.
See what occurred there? The consumer stated *no*, however that no was finally a ‘sure’ to what we needed – price range for licensing.
Wording Examples to Get that Sure
In a nutshell: Place your counteroffer as one thing they are going to say ‘no’ to however nonetheless will get you what you need.
Right here is how I might construction frequent ‘no’ primarily based questions:
- Wouldn’t it be an excessive amount of be just right for you if we revised the contract with just a few modifications?
- Wouldn’t it be unreasonable to search out just a little extra price range so I can ship the standard photographs my enterprise is understood for?
- Wouldn’t it be unimaginable to reschedule the reshoot till subsequent month?
If you wish to study extra about this system and you’ve got Masterclass, watch Lesson 11: The Worth of “No” in Chris Voss’s seminar.
Within the subsequent publish, we’re going to debate Elevating Your Costs: E mail Examples That Really Work in our ultimate phase of: Establishing Worth with Purchasers. And should you’re serious about studying Submit One you’ll find it right here: Perceived Worth: The Key to Setting Images Costs. And Submit Two: Present Purchasers Worth: Learn how to Convey the Price of Your Images.
Please remark under within the remark part you probably have any particular questions. I really like listening to from you and speaking about methods to enhance your enterprise methods!
- Perceived Worth: The Key to Setting Images Costs
- Present Purchasers Worth: Learn how to Convey the Price of Your Images
- The Secret ‘NO Technique’: Learn how to Get a ‘Sure’ from a Shopper
- Elevating Your Costs: E mail Examples That Really Work
