Feeling overwhelmed on consultation calls? 3 tips to turn the tide (free sneak peek)

Keeping Consultation Calls under control

As I explained the package, I knew it was time to discuss the pricing, and boy oh boy did my palms start to sweat…

Because I didn’t have the right tools, I used to be overwhelmed by consultation calls because to me they held so much weight, this is where:

• I gave my first impression (what if they see right through me and don’t take me seriously?)

• I would face my fear of selling (what if I am too direct/too sell-y?)

• I would possibly lose a client (I can help them, I know I can, what if I don’t articulate it well?)

Before getting the right tools and working with a sales coach I would go in blind and:

• fumble on words when trying to explain design, tech, and my process

• have clients with unclear visions guide the conversation, leaving me unsure of their expectations resulting in an ineffective proposal

• feel the pressure of sales, feeling the need to convince them instead of having a genuine conversation and showing expertise

• letting self-doubt take control, questioning my skills, fearing judgment, being afraid of being questioned (because what if I don’t know the answer)

The anxiety would linger and carry to the next call…

However, after the right tools and mentorship (and practice), I could;

• guide the conversation, coming in prepared, ready to listen, and ask insightful questions to understand my client’s needs and goals, personalising their proposal to be more effective

• showcase my expertise with confidence, highlight my design process, services, and value proposition

• focus on building relationships rather than putting pressure on selling, which comes naturally when you can understand your clients and how your services help them

• discuss services and pricing confidently…

Remember the last consultation call where you poured your heart out, crafting a perfect strategy in your proposal? Only to be ghosted or receive a "it's too expensive" email.

Frustrating, right? We've all been there.

The truth is, whether we like it or not, price is often the deciding factor for clients seeking web design services. That's why avoiding the topic on calls is a huge mistake.

Imagine the alternative: confidently raising pricing during the call.

It might feel counterintuitive, but hear me out.

By openly discussing price:

• You save precious time: No wasted proposals on clients who wouldn't consider your price range.

• You foster transparency: Build trust and allow for honest conversation about expectations.

• You empower objection handling: Address concerns directly and potentially find solutions together.

(This last point is key!) Let's say the client hesitates due to cost. You can:

• Offer alternative service packages or payment plans.

• Explain the value proposition: Translate features into concrete benefits for their business.

• Showcase your expertise: Use examples or testimonials to justify your pricing.

Remember, you're not just selling a website; you're selling the potential for their business growth.

In the next section, we'll delve deeper into strategies for bringing up pricing with confidence and handling objections like a pro.

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What’s in the rest of today’s Newsletter:

• How to break down your consultation call

• 3 tips to help with consultation calls

• Why having a servicing suite will help you get more comfortable with the response “That’s out of my budget.”.

• What’s Happening in the Web Designer Community

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