“That’s too expensive…..”
How many times have we Balloon people heard that statement? Whether you’re a decorator, entertainer or retailer, for many of you, these three words are salt in the wound, adding insult to injury as a would-be client basically tells you the time you have just spent wooing them has been in vain. And those words can be both annoying and painful.
I used to feel like that. Like so many of us in the balloon world, I take a lot of pride in my work. I like knowing that I am one of the best at what I do, and if I’m really good at what I do, shouldn’t I charge more money for it?
At the same time, it’s only natural for us to then associate our pricing along with our self-worth. What I do is special…that makes ME special. My time, my skill and my experience are why my prices are set the way they are, and the price I’m charging is what I’M worth. And this position is commonly shared here in the US. Don’t believe me? Just go to a convention and start asking people how much they charge for their services. You’ll be amazed how those prices increase over the course of the event, even by the same people you already asked as the days go by!
But here’s the thing that most balloon people completely forget; there are two sides to a business transaction. There’s also the buyer side, and I hate to break this to you, but the buyer doesn’t necessarily share the same passion for what you do.
In many cases, the buyer isn’t looking for a “balloon artist”…they want a balloon blower-upper. They don’t care that you can make eighteen different dinosaurs out of 260s or a 32-foot long organic sculpture of a Mars rover. They just want someone to keep their kids at bay while the adults visit or a decor display just impressive enough to make their guests take notice. So with that in mind, yeah, in most cases those of you charging the highest of dollar amounts aren’t necessarily going to book those clients. But if you have genuinely put your prices higher than everyone else, you should really be ok with that.
Yet many of my friends and colleagues who have priced themselves higher on the food chain still take these three words to heart (or more like a stab in the heart) when they hear them. Despite the fact that they specifically want their prices to be considered high compared to other professionals, they get so upset when the buying public dislikes their opinion of said pricing. Like I said, I used to be a lot like that, but then one day I changed my perspective and it’s made all the difference.
So would you like the secret to success when it comes to those clients that say you’re too expensive? You have to simply change your perspective on the statement.
Consider this. When someone says to you, “That’s too expensive,” do yourself a favor and reverse the situation. Put yourself in their shoes. Consider that you have a set price in your head of how much you have to spend on something and finding out that the item or service you wanted is considerably more than you thought it was going to be. What’s your immediate reaction? Chances are it’s “ouch….”
It’s completely natural to feel that way! But here’s what’s even more important to remember…your immediate reaction is probably not to pass judgment on the person offering the item but rather merely the price of the item itself. You thought the price would be X, and it’s actually X plus whatever.
When someone says to you “That’s too expensive” consider that they are NOT saying “You’re not worth that.” Instead, approach their statement from the position of “That’s more than I wanted to spend.” I have to tell you, the day I adopted this approach was the day my business took a wonderful change for the better. My dialogue with clients improved, and my sales increased dramatically as a result.
They say life is about attitude. Business works very much the same way, and your attitude towards adversity can make all the difference in the world when it comes to your bottom line.