Tactics for quoting a price to a client over the phone

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The most common question over the phone from a potential client is: “How much does it cost?” Every manager or salesperson needs to know the answer.

In the case of a telephone conversation, there is no visual contact between the client and you. The person on the other end of the line is calling you for the first time, he does not cpa email list know about you yet, is not familiar with your USP and the benefits of cooperation. Your number was taken from the website or from an advertisement, so the client has not yet chosen your company.

What to do in this case?

3 Tactics for quoting a price to a client over the phone

Experience of car owners shows that at the stage of purchasing a car, you can't count on an exact price. Only after a thorough pre-sale diagnostics will the final cost be determined. The same can be said, for example, about dentistry. No dentist will tell you the exact price of a filling right away.

However, the issue of cost is still the most important among clients. There are several reasons for this: focusing only on price, regardless of quality; lack of sufficient time to study the various options in detail and, as a result, attempts to find out the price already at the stage of the first phone call.

Each company uses its own method of quoting a price to a client over the phone. Here are three of the most common.

Any discussion of pricing policy in a telephone conversation with a client is prohibited.

Many customers associate such a direct refusal to announce the price with the incompetence of the manager or seller. At the same time, potential buyers often get the impression that the company is playing unfairly or is hiding information they are interested in because of the high cost of its products.

Although in the case of luxury goods, on the contrary, such tactics are quite effective. As a rule, exclusive products or unique technologies that have no analogues are presented here, and therefore consumers are not tempted to compare prices.

Only the lower limit of the price range is announced.

This tactic is quite common and familiar to any consumer. Surely you have come across an advertisement where the price is indicated, for example, "from 999 rubles". Or the manager announces the price of only one of the components of the entire set.

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The same method is widely used in the provision of services. For example, in a telephone conversation, the seller guides the client on the price of repairing the steering rack. And he is really told the cost, but without taking into account the accompanying work: the actual dismantling and installation of the rack, adjustment of the wheel alignment.

Entrepreneurs who do not have a sufficient advertising budget are often wary of the word of mouth method. They say that rumors will spread that the company is deceiving customers. The result is negative reviews and a damaged rating.

The upper limit of the price range is announced.

This tactic is the exact opposite of the previous one. The client receives the maximum price, including all possible options, even if he does not actually need some of them. Why do managers do this? The reason is the desire to inform the client as quickly as possible about all the opportunities he will receive in order to get ahead of competitors, who mainly work according to the second tactic.

So, you can't avoid talking to the client about the price. Therefore, it is important to know that you need to do it at least convincingly. The tips in this article will help you figure out how to name the price to the client so as not to scare him off.