Cool Tool to Convince Prospects You Are Not a Luxury

Are you tired of seeing jaws drop when you tell someone how much you charge?  Does it irk you when people automatically assume that a personal chef works only for the rich and famous?  Do you feel like you are ready to throw in the towel the next time you hear the words “I can’t afford it”?

Don’t panic if this sounds like you and don’t even consider lowering your prices.  Lowering your prices is not the solution.  You aren’t charging too much for your services no matter what you hear people saying, but you may not be conveying your value effectively.

Let me share with you a very hands-on tool to help your prospects see your value for themselves so that their jaws don’t drop in shock when you tell them how much you charge.

Here’s What You Can Do So They Understand Your Value

Before you share what you charge, I suggest you take your prospects through the following short exercise.

Step #1Ask your prospects the following questions and have them fill in the answers.

How much do you spend on groceries per week? $140
How much do you spend on dining out per week? $175
Total Food Expenses per week $315

You may also want to ask your clients to tally up the cost of the food they throw away because they didn’t use it in time.

Step #2Have your prospects identify how much time it takes to cook, clean dishes, and food shop each week.

Driving time to/from food store each week 1 hr
Time to food shop 2 hrs
Time to prepare dinner 5 hrs
Time to clean dinner dishes 1.5 hrs
TOTAL Time Spent on Food Preparation 8.5 hrs/w

 

Step #3Once they have established the time they spend on food preparation, ask them what they are going to do with this new-found, free time.  Are they going to spend it going to a painting class, gardening, spending more time with their children, or getting a massage?  Your job is to uncover their deepest desires.  What will make their lives fantastic!

Step #4 Have them put a value on their time.  Is this extra time worth $100, $250, $500, $1,000?  Or maybe the extra time is priceless!  Let’s say they choose $250.  That means they would be willing to spend $250 to get those extra hours of time.  Add this to your Total Food Expenses for the week to get $565.  Now when you tell them how much you charge for your services, jaws are a lot less likely to drop.

By getting your prospects actively involved in this process, they are much less likely to react to your prices in a knee jerk, negative way.  They will be able to truly understand your value on a much deeper level, and they will be able to clearly see what having the extra free time will do for them.

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Comments

  1. jesseca jubirt says:

    So I need to have a print out of these questions to give them to fill out?? This should be before I even answer them as to how much I charge?

    • Sandra Hoedemaker says:

      What I like doing prior to meeting with a prospect in person at their home is to have an initial complimentary call during which you find out more about your prospects’ needs and they find out more about you and how your services work. This call is a great way to determine if there truly is a fit between you and the prospect prior to making an initial home visit to do an assessment of their food preferences, etc… There is actually an approach that is used to have this initial phone conversation, and there are a number of different questions you can ask to lead them from being interested in your services to hiring you on the phone. As part of this initial conversation you can incorporate the questions asked in this blog post. You don’t have to give them something to fill out. You can simply ask them the questions verbally while you talk with them on the phone. Another option would be to give the questions to them prior to your phone conversation. It’s up to you. I hope this helps to clarify!

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