Depends what you’re selling. If it’s insurance just drop hints about the potential cost of NOT getting coverage. “What if there’s a fire in your warehouse? Or a truck, goes off the side of the road? there's injury!” Then push over a piece of furniture as you’re leaving and say, “Would you look at that people? What an unpredictable world we live in. You’ll be hearing from me soon, I can be very persistent.”

We recently had a sit down meeting with a new client to discuss concerns about pricing. The client wanted to know how labor translated to an hourly rate. He responded that there was no way we pay an installation technician that much. I then went through a very detailed example of all the costs that are in an hourly rate including payroll taxes, SS, worker comp, general liability, etc and all of the other expenses. I often find that when you spend the time to explain pricing or price increases in details customers respond positively. Every single person you talk to today has a first hand personal experience with product shortages from COVID, they see inflation and know that today everything costs more than