How would you suggest I pitch this service?

Don't pitch anything. The best thing you can do going into these conversations is truly care and find out what their pain points might be when it comes to digital marketing. 

Finding the pain points by asking the right discovery questions is the key in sales. Once you find out what they are needing and currently lacking, that is when you provide a solution to said pain point.

Ask high level discovery questions and actually learn about the business, what they do, how they do it, what type of client they look for. What are their goals, what are there current challenges. 

Find out what they are focused on achieving this year, what they have tried to do, to over come their challenges and why or why hasn't that worked.

Behind all skepticism is ultimately the question, ”Yeah, but what do YOU get out of it?” If you’re offering a lower price, I want to know why. So be honest, and explain why you’re able to charge less and still make a profit. Do it in a way that sounds like a benefit. If it's because you have fewer staff than large firms, the benefit is a personalized, grassroots, one on one approach. If the reason is you have smaller overhead, the benefit is that you invest more in optimizing your services than maximizing your facility. Etc.

You need to demonstrate with testimonials or case studies how you solved the same problems as these burned potential clients better and for less money with your current clients. You need to relate. Anyone can offer a discount or say what they do. Tell your authentic story with data, ie, actual customer success you've helped achieve.

Turn the discount to your advantage. Value the work and offer them an "introductory value" experience (your lower rate) to get yourself in a business relationship with them. Then deliver the results you promised at that rate. It is a win-win situation at that point. You have created a new relationship and when you deliver, they don't "get burned" but rather will feel they have found a solid and more cost effective solution.

Well... I'd start by asking you why you're charging so little? That alone brings about suspicions on two levels. 1.) Your firm offers a low quality service and you're out to make a quick buck... or 2.) The service in general is grossly overpriced if your company can afford to discount it 90% and still be profitable.

Mind you... I'm not saying either of those is the case... but those are the thoughts that popped into my mind. 

You might be better received by only discounting your service by 10%... but use some of the increased revenue to include or giveaway something else of a high perceived value. Maybe their choice of fresh flowers for the office, because your service is like a breath of fresh air. Or a free pizza day might work well too. Be creative and cause a spectacule. Hire a company to come in and do foot massages at their desks, because you believe in treating your clients like royalty. Outrageous and ridiculous right? That's the idea! Your company will get talked about and never forgotten. Hope that helped.

Video. When things are difficult to explain, a video is always my go to solution. Best of luck and Seaons best,

John

Reach new clients - get a digital business audit and find them!

Happy customers. Enthusiastic referrals. Take a small but decent video camera, and talk to these people who love it so much and who can vouch the savings/service are as promoted. 

I agree with most people who have already given answers, changing your angle will change people's perception of your offer. 

People don't care about price, they care about value. The only reason price seems to be a deciding factor is because businesses fail to offer value so all the people have to make their decision on is price. 

Offer extraordinary value and you will never compete on price 

Ask Yourself These 5 Questions to Perfect Your Pitch  

1. What problems, frustrations, fears and concerns are you solving for a business you do your audit for?

2. What value does you audit bring to your prospects? 

 3. How is your audit any different from what your competitors are doing?   

4. How can you frame your pitch so that it appeals towards the target audience's emotional side first? 

(We buy based on emotion. Once we've emotionally made a decision to buy when then justify that decision to ourselves and others through logic.)  

5. How can you innovate your current offer to add additional value that your competition isn't?

You have to be able to clearly communicate these answers to your target audience so that they will want to take part in your offer.

Once you have the answers to these questions, you can frame your pitch as a solution or at least a path to the solution to your target's biggest issues.

By answering the 5 questions above and framing your pitch as the solution to your audiences pain, you will have demonstrated to your audience the extraordinary value your service provides. 

Now that you're offering extraordinary value, you'll never compete on price again.

Cheers to your success!

Hannah - ThinkROi Marketing  💰📈

Creative brainstorm, feel free to take it or leave it! 

Lead with what's in for them. 

If I was writing a radio ad for you, I would throw something like this at you.  

example script  "Hi! my name is Amanda from Vertical Measures! As a result of what we do our clients are experiencing what they said to our faces was 'too good to be true! get out of my office!' Pricing! and Value! for quality digital management and marketing! What changed our clients minds??? 

Afraid of getting burned? Check out Vertical Measures.com hit meet them team and check us out! Vertical Measures.com Real people! solving Real problems"