If "Price" is the Question, Here's the Answer
Open Range dvdrip An architect commented the other day that he’s facing a lot more price resistance these days.
What, he asked, is the single best way to respond to questions about your price?
Good question.
And a tough one for me, since I’ve talked and written about LOTS of things design professionals can say when price concerns come up.
I pondered this long and hard, before realizing that, in challenging economic times like these, there’s no better way to answer price objections than: Feel – Felt – found.
As in: I understand how you feel: remodeling your kitchen costs a lot. Others felt
that too, but they found that doing so is a terrific investment, because it really enhances the resale value of their home.
What I like about Feel – Felt-Found: it acknowledges as well as responds to price sensitivity in tough economic times.
