Are you Price-Judging?

This week's question from my portal “The Neagle Code: Directions for Life” comes from someone who wishes to remain anonymous.

Neagle Code Question

I have a judgment problem… when someone comes in to my office, I IMMEDIATELY judge whether or not they can afford my services. And based on those judgments, I alter my pricing or fail to even offer what I really think they need. How can I STOP doing this?!

Neagle Code Answer

Thanks for this question… we had a similar questions earlier this year as well!!

Question for you to think about:

If you don’t ask for the sale, how do you know they can’t afford what they need?

You don’t have a judgment problem, you have a sales problem, and the answer is simple…

You need to step into being
the expert that you are.

Let me give you an example I often use.

Let’s say you have a problem. You’re experiencing chest pain. You rush to the doctor and he runs some tests. He discovers that you need open-heart surgery.

He comes back into the room to tell you his recommendation, but he looks at you and determines that you can’t afford open-heart surgery.

So instead he clips your toenails and sends you on your way.

That doctor has broken a Universal Law. He has taken away your right to choose.

How does that make you feel? Probably not very good, because you’ll have a heart attack without that surgery.

The above scenario isn’t much different than what you’re doing with the people who are coming to you for help.

You are the expert, and the truth is, if their sense of urgency is high enough, the money will be there.

Don’t take away someone’s right to choose what’s best for them because you’ve judged that they can’t afford what they really need.

Always remember the Law of Polarity… if someone has a desire, the opportunity MUST be there.

This means, if they want help, they must have a way to pay for it!

If you’re having a hard time grasping this concept, I invite you to join me for 3 days this November where I’ll be doing in depth teachings on how by understanding the Universal Laws, you can always side with the TRUTH to help yourself and others.

Click here to join me and receive Special Early April Pricing: http://davidneagleseminars.com/

PS: If you enjoy reading my weekly Neagle Code, you'll LOVE my podcast, The Successful Mind. You can expect cutting edge information and strategies relating to success mindset, leadership, wealth creation, and relationships, all based in Universal Law and my own experience creating a multi-million dollar business.

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Free yourself from the freebie mentality

This week's question from my portal “The Neagle Code: Directions for Life” comes from Marianne V.

Neagle Code Question

Dearest David,

I think I may need a bop on the head. I am so used to over servicing my clients and “gifting” my acquaintances and friends with my services, that I’m bleeding myself dry. I know I need to reverse this pattern but I’m just not sure how. Any suggestions on what I need to do to stop this and charge ANYONE what I’m worth?

Thank You!

Neagle Code Answer

Great question! I addressed a similar question on my blog in 2013…here was my response:

Charging what you’re worth is simply a decision.

And the truth is, if you don’t find enough value in what you have to offer to charge for it, others won’t see the value either.

So you need to make the decision that no matter what, you will not give your advice, services or insight away for free.

If someone asks you for help, even if they are a friend, say to them, “I’d love to help. Let’s set up a time to talk about your goals and aspirations so that I can clearly recommend next steps for you.”

On that call, clearly re-state the purpose of the call, make sure you take control by asking questions, and make recommendations of which program or service will get them to their goals the quickest.:

From now on, you will set your prices based on your financial goals rather than your emotions. And you will never make an offer to someone that is not in line with your financial goals.

You have to hold yourself to these agreements even if you feel it threatens your relationship with friends or clients.

By doing this you will begin to see that people WILL pay you what you believe you are worth.:

You’re not reversing a subconscious pattern; you’re creating a new one.

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PS: The Neagle Code: Directions for Life is a weekly no-cost program that is open to everyone! Each week, I'll select and personally respond to one question received via the above “The Neagle Code” page that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. Simply submit YOUR burning question at: www.DavidNeagle.com/ask-david to participate.

How to respond to price requests via email

This week's question from my portal “The Neagle Code: Directions for Life” comes from Al.

Neagle Code Question

Hi David!

Sales question for you…

The biggest obstacle in my sales happens when I get an email from a prospect that goes something like this:

Hi Al,

I’m interested in working with you. Can you send me a list of your programs and the price for each?

In the past, I’ve always sent the information they were requesting, but then I rarely hear back from them, and since I don’t have their number, I can’t call to follow up.

I’d love to know how you’d respond.

Thanks!

Neagle Code Answer

Al, this is a great question!

First of all, I want to point out that sending a list of your programs and pricing via email is never in service to your prospect, and it certainly isn’t in service to you.

You don’t know if your programs or services can help someone unless you speak with them, AND if they are considering working with you directly, you don’t know if you want to help them.

Also, if they are basing their decision on price, chances are they are not going to choose the program that’s actually going to solve their problem.

Here is an example of a great response that positions you well and is also in service to your prospect.

Dear Prospect,

Thank you so much for inquiring about my services. However, simply giving you a price for my programs without having a conversation to discuss the unique needs of your business, your goals, and your vision is not in service to you and something I simply will not do.

I’d be happy to offer you a 15 min conversation to determine which program might best meet your needs and if at any time, you believe your time is wasted, we can say our goodbyes and move on.

Please respond to this email with 3 times that may work for us to connect in the next several days.

I look forward to connecting with you!

This short email makes a clear statement that you are not interested in working with people who are discount shoppers, and allows you to remain in control of the conversation.

If they don’t respond with dates and time to connect, you know they most likely would not have invested with you in the first place.

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PS: The Neagle Code: Directions for Life is a weekly no-cost program that is open to everyone! Each week, I'll select and personally respond to one question received via the above “The Neagle Code” page that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. Simply submit YOUR burning question at: www.DavidNeagle.com/ask-david to participate.

What Will People Pay For Your Workshop?

This week's question from my portal “The Neagle Code: Directions
for Life”
comes from Carol.

Neagle Code Question


Hi David!

I’m preparing to launch my very first workshop, but I’m unclear what to charge for it. Can you tell me what people are paying for workshops or give me some kind of ballpark figure to start?

Neagle Code Answer

Hi Carol!


Before pricing and selling a workshop, there are a few key questions you need to have answers to or you’ll be setting yourself up for failure.

Your pricing should be based on a combination of things.

1) How much will it cost you to host your workshop?


Note: Be sure to include ALL expenses including your personal travel, room rental, food and beverage, any activities or supplies you’re including, etc.

2) How many people would you like in your workshop?

Note: You must set a minimum number of people you must have in the workshop for it to take place.

3) What is the purpose of the workshop?

Note: Is this an income generating fulfillment event, or is this a lead-generating event that will include an upsell opportunity for the participants?

4) How much profit would you like to make from the workshop?

Note: This should be based on your yearly financial goal.

5) What is the value of the information you will be providing at the workshop?

Note: Always remember the value of what you provide should always exceed the investment.

After you have answers to these questions, Carol, you should have a much easier time determining what to charge for your workshop.

Just Believe,®
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PS: The Neagle Code: Directions for Life is a weekly no-cost
program that is open to everyone! Each week, I'll select and personally respond to one question received via the above “The Neagle Code” page that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. Simply submit YOUR burning question at: www.DavidNeagle.com/ask-david to participate.

[8 Steps To A Live Presentation That Sells Series] Article #16 ~ Step 8: The CloseHow to Price It Right


You’re in the home stretch of your presentation ~ the close. You’ve talked about the features of your program, told the audience the results they’re going to get, and the staff has just passed out the order forms.

Now, it’s time to answer an important question for the audience: Is the price right?

“Right” is not synonymous with “cheap.”

Find the Sweet Spot

“Right” is that sweet spot, the price point at which the product or program sells the best and brings you the most returns.

To find that sweet spot for your product, I encourage you to aim high initially, and then experiment. Raise and lower the price, until you find that magical, maximum price point that sells great.

If you want to speak at bigger conferences, you definitely want to aim high in your pricing. Promoters, who typically get 50% of your sales, just won’t make enough money if your packages are priced low, say at $49 or $149.

To make it worth their while, promoters are looking for packages that cost $800, $1,000, $2,000, or $5,000.

Of course, if you’re just starting out, smaller organizations will be happy to have you speak with your lower price points. And you can still make a very good income, while you gain experience and work up to those higher figures.

Discount or Value-Add?

During your presentation, you want to offer an incentive for your audience to buy now. One approach is to offer them a substantial discount if they purchase that day. Another is to add extra value through bonuses, creating a special package just for them if they purchase at your talk.

I have done it both ways, and, frankly, I don’t like discounting.

There are times, however, when it might be the right choice ~ for instance, if you’re talking to an audience with a strong poverty mindset.

If you are going to discount, 20% with some added value is probably the best place to be. I never would go beyond 30% in any case. Even with bargain shoppers, a 50% or 60% discount sets up a subconscious contradiction that says the product must not be very good.

So if you discount too much ~ or set your initial prices too low ~ you could actually lose sales you would have gotten if you’d raised your own bar a little higher.

Rather than discounting, I strongly prefer to add extra value to what I’m selling. That way the price seems like a bargain because they’re getting so much more than what they’re paying for.

For instance, I might add a book, a special report, a 15-minute consultation or another program: “If you purchase The Science of Getting Rich here today, I’ll give you a copy of Just Believe, which is a $195 value.” The audience will really appreciate that.

What About Cafeteria Pricing?

Cafeteria-style pricing is where you’ve got six, seven, eight, or nine products for sale at your table in the back of the room. The audience gets to pick and choose among a $97 program, a $12 book, a $597 program, etc.

Some people, including my mentor, do well with cafeteria pricing, but I don’t recommend it.

You’ll actually make more money if you bundle all of those same products into one or two packages. You could have one with a higher price point of $1,400 or $1,500, and another with a lower price point of say, $700 or $800.

The Bottom Line

Whichever approach you use, don’t forget that the audience is looking for a result, and if you’ve followed my steps to the tee, they’re going to be willing to pay for it.

Ask yourself: what is the value of the transformation I’m offering? What will it save them in time and money? What impact will it have on their lives?

Once you have a genuine handle on that, set your price accordingly.

David Neagle, The Million Dollar Income Acceleration Mentor and author of The Millions Within, teaches entrepreneurs and commission-based sales professionals how to quantum leap their current incomes past the 7-figure income level, often in less than 12 months. As a world-class speaker, sales trainer, and success-mindset mentor to some of the globe’s top CEOs, David also privately mentors big decision-makers in their pursuit of quantum success and peace of mind.