Be more valuable

Smart brands aren’t looking for cheap. They’re looking for good. It’s easy to misinterpret a “no” from a client on your pitch as “you are too expensive.” Our clients don’t usually say this, but we think they mean it when we hear a “no.” Even if they do say “this is too expensive,” what they’re really saying is “this isn’t valuable enough.” 

Brands pay for expensive services all the time. They just need to be valuable enough. The next time someone denies your pitch, don’t think that you were too expensive. Don’t lower your prices next time. Instead, consider how you can bring more value with your sevices, or make the value you offer more clear. 

I have a method of explaining value that works pretty well. Tell your client everything they’ll have by the end of the proejct. Make it concrete. For example, if you sell content services, you can say “by the end of this project you’ll have 1 five-minute video for your webiste, 3 social cutdowns for your channels, and 10 photos for emails and product pages.” Give people hard numebrs to help them imagine it where they might be with your services.