Bridge Out Ahead · Does Radio Advertising Still Work? | Tami Kottke, Rapids Radio
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When a prospect asks for a rate card, she declines and instead schedules an in-person meeting to discuss goals before sending any pricing
“Closing the first meeting with an assertive assumption rather than asking if the prospect has any questions increases the chances the prospect will schedule a second meeting”
“One problem is that discounts attract the wrong clients for your firm. When you lead with a price reduction, you're quite literally signaling to a prospect that price is the primary factor they should be weighing in their decision.”
“She actually cut the price to try to make it more appealing to gamers. I think she knew the $30 price was turning off people”
“Say a prospect comes... at a price that's already below what you'd normally quote... 18 months later, that client is still on your books, still on that same custom setup, still paying the same discounted rate.”
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