How to Handle Price Objections - 0 views
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Create case studies If you really want to show the value in what you offer, you have to create case studies. The simple ones won’t cut it, you have to give detailed ones… ideally with the exact things you provided and the results. To legitimize the case studies, make sure you put in testimonials from customers. This can be done in the form of video or text and if you happen to go the text route, make sure you include: Their full name Company name Their picture Title at the company If you want to see an example of a good case study, check this one out from Conversion Rate Experts.
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Offer a free trial One of the easiest ways to handle price objections is to offer a free trial. Remember, just because you are offering a free trial doesn’t mean you can’t take a credit card up front. With Crazy Egg, one of our biggest objections from people is that our prices are too high. We created a “free trial” offering in which people had to put in their credit card up front. That offer converted at 59% higher than our 30 day money back guarantee offer. Keep in mind that you will get a lot of people who will cancel your service before their free trial is up, so when you a/b test this you have to also include cancelations into your calculations.
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Explain the value The easiest way to demand a high price point is to explain how much money you are going to either make a company, or how much money you will save them. If you can explain this in an easy to understand fashion and provide case studies to back it up, it shouldn’t be hard to demand a premium price. A great way to do this is through sales copy. And don’t worry, your copy doesn’t have to be sleazy. I do this with Crazy Egg, NeilPatel.com and I also used to do it for my Quick Sprout Traffic System. You could even spice up your sales copy by including a video incase people don’t want to read your copy.
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