monies & more

There are usually only two kinds of responses to a pitch.

“How much is that gonna cost me?” is the most popular.

When anyone right after hearing your pitch asks about money - run away from them as far and as fast as possible.?

I know that various “gurus” can give you not a small number of clever rebuttals to price objection, and you are free to hustle those people all you want but…

Someone who’s first concern is money proves that they don’t really seek a solution or opportunity. They probably don’t seek anything. Most likely they? wait for someone to one day gift them the keys to the kingdom. As long as it will not cost them anything.

Person concerned more about price than about what’s behind your solution shows a closed and scared mentality. It is a truth as old as the world itself - scared money doesn't make money.

Feel free to prove everybody wrong but, even if after 12 months of hustling and emails going back and forth you convince them to sign your deal, they are the worst kind of clients. They don’t know what they want, they know everything better, and they argue every decision and every penny.

The second kind of response to pitch is curiosity.

“I’m interested but tell me more.”

This kind of response is what your pitch should really trigger. The fact that a person is more interested in what your solution can do for them, how it works, details, proves that they are actively seeking to better themselves and are interested in finding good options for themselves.?

Perhaps what you’ve got is what they need, perhaps it is not, but those are people worth having conversations with. Those are the real potential leads, perhaps even future clients.?

For both sides of the sales deal money and price is always secondary. The priority of a good deal is whether it will work best for all parties involved [sales person, client, and client’s clients.] If there is a chance it will - price negotiations will follow.