Why "Price Firm" Builds Respect

A potential client messaged: "Love your work! What's the best price you can do?"

Old me would've panicked. Offered 10% off. Maybe 15%.

Instead: "Thanks! Our Premium package is $1,200. That includes [full scope]. Price is firm — we don't discount because we don't cut corners."

Client replied: "That's a bit high for my budget right now."

I said: "Totally understand! When you're ready for quality that grows your business, we're here."

Three weeks later, same client came back: "Ready to go with the $1,800 Enterprise package. Can we start Monday?"

1️⃣ The 3-Yes Technique ✅

Principle: Before pitching, get 3 small "yes" responses to put the client in agreeing mode.

⚠️ Once you get 3 yeses, the probability of closing increases by 50%!

2️⃣ The Mirror Technique 🪞

Principle: Repeat the last 3 words the client said as a question. They will open up and explain more without you asking directly.

Why it works: Makes the client feel heard. They reveal their real problems without defensive barriers.

3️⃣ The Pain Calculator 💸

Principle: Convert their problem into a daily/weekly dollar amount. Vague pain is easy to ignore — specific numbers create urgency.

✅ Our $3,000 fix pays for itself in 6 weeks.

4️⃣ The Assumptive Close 📅

Principle: Don't ask IF they want to proceed. Assume they do and ask about next steps.

Why it works: Removes the mental friction of making a big "yes/no" decision. They're choosing between options, not deciding whether to buy.

5️⃣ The Takeaway Close 🚪

Principle: When someone hesitates, gently remove the option. People want what they can't have.

⚠️ Use sparingly. This is for genuine hesitation, not price negotiation.

6️⃣ The Labeling Technique 🏷️

Principle: Name their emotion before they do. It diffuses objections and makes them feel understood.

Why it works: When you label their fear, it loses power. They feel understood instead of defensive.

7️⃣ The Silence Technique 🤫

Principle: After stating your price or ask, STOP TALKING. Wait for them to respond.

Why it works: Silence creates productive tension. Most salespeople fill silence with discounts. Don't be most salespeople.

8️⃣ The Contrast Principle 📊

Principle: Show the expensive option first before your actual recommendation.

Why it works: $3,500 feels like a bargain compared to $15,000. It's still your target price — you just framed it better.

9️⃣ Future Pacing 🔮

Principle: Help them visualize their life AFTER working with you. Paint a vivid picture of success.

Why it works: People don't buy products — they buy the feeling of having the solution. Make them feel successful BEFORE they buy.

🔟 The Success Story Bridge 📖

Principle: When they object, share a story of someone similar who succeeded.

Why it works: Stories bypass logical resistance. They see themselves in the success story.

1️⃣ The Parrot Technique 🦜

Principle: Repeat their exact words back when quoting. Uses their language = builds trust.

2️⃣ The 10-Second Rule ⏱️

Principle: If you can't explain your value in 10 seconds, you'll lose them.

Example: "We build Shopify stores that convert 3x better than templates."

3️⃣ The Compliment Opener 💐

Principle: Start every sales chat with genuine praise about their business.

"I love what you're doing with [their brand]. The [specific thing] is really well done."

Lowers their guard, builds instant rapport.

4️⃣ Price Sandwich 🥪

Principle: Never say price alone. Wrap it in value.

5️⃣ The Delay Close ⏰

Principle: When they say "I'll think about it," book a follow-up immediately.

"Perfect! When should I follow up — Thursday or Friday?"

Never leave without a next step.

6️⃣ The Upfront Contract 📋

Principle: Set expectations at the START of every conversation.

"By the end of this call, we'll know if we're a good fit. If yes, I'll share next steps. If not, no pressure. Sound fair?"

7️⃣ The Negative Close 🚫

Principle: Disqualify yourself first to build trust.

"Honestly, if you just need a basic store, we might not be the right fit. We focus on premium builds."

Scarcity creates desire.

8️⃣ The "If I Could, Would You" 🤝

Principle: Test commitment before negotiating.

"If I could get this done by Friday instead of Monday, would you be ready to move forward today?"

9️⃣ The Hypothetical Future 🔮

Principle: Use "when" not "if" to assume the sale.

🔟 The Options Close 🎁

Principle: Always give 2-3 options, never one.

"We have the Starter package at $1,500 or the Pro package at $3,000. Which feels right for your goals?"

1️⃣ The Thank You Note 💌

After every project ends, send a personalized thank you:

"It was a pleasure working on [project]. Good luck with [their goal]!"

2️⃣ The 48-Hour Follow-Up ⏰

48 hours after delivery, check in:

"How's everything working? Any questions?"

3️⃣ The "I Don't Know" Recovery 🤔

If you don't know something, don't fake it:

"Great question. Let me find out and get back to you by [time]."

4️⃣ The Expectation Sync 🎯

At project start, explicitly state:

"Here's what I'll deliver. Here's what I won't. Agreed?"

5️⃣ The "Help Me Help You" 🙏

When client is slow to respond, frame it as helping them:

"To hit your launch date, I'll need the copy by Friday. Can you manage that?"

6️⃣ The 3-Touch Rule 📱

Follow up a maximum of 3 times. After that, send a closing email:

"Haven't heard back. Closing this thread for now. Reach out when ready."

7️⃣ The Referral Ask 🌟

Happy clients are your best marketing. After every 5-star review, ask:

"Do you know anyone else who might need similar help?"

8️⃣ The "What Would Make This 10/10?" 💯

When client gives positive feedback, ask:

"What's one thing that would make it even better?"

Shows commitment to excellence.

9️⃣ The No-Blame Response 🤲

When things go wrong, focus on solutions not fault:

🔟 The Exit Interview 📝

At project end, ask:

"What did we do well? What could we improve?"

Continuous improvement.

🎚️ Conviction is a Slider, Not a Switch

Most people think: "I believe or I don't." Wrong.

Conviction is a slider: 40% → 70% → 100%

What increases conviction fastest? Seeing proof:

• Testimonials from happy clients
• Client wins: "This client made $40k revenue"
• Case studies: "This brand hit 4.8% CVR"
• Results: "This ad campaign went 12x ROAS"

That is gasoline for your conviction. The more wins you see, the more you believe, the more you close.

🧒 Childlike Curiosity > Confrontation

Most sales reps argue. Elite closers ask curious questions.

Now the client is explaining to themselves. No pressure. No conflict. Just logic.

People convince themselves better than you ever could.

🥊 Emotional Control = Closing Power

Sales is like fighting. Under pressure: heart rate up, breathing fast, fight-or-flight.

The calmest rep wins. When belief is real, your voice changes, speed changes, certainty comes through. People feel it.

⏳ Seasons Mindset = Psychological Freedom

Most people think commitment = prison. Elite founders use time-boxed seasons.

Just like: Winter ≠ Summer | Launch season ≠ Scaling season | Cash season ≠ Brand season

This removes: Fear of wrong decisions, overthinking, perfectionism.

You don't quit — you transition seasons. This is why elite founders move fast while others freeze.

📞 The Real Sales Framework (Not Features)

You've had this conversation 10,000 times. They've had it once. You must guide the structure:

1. Why are you here?
2. What problem do you have?
3. What have you tried?
4. Why it didn't work?
5. Why this is different?
6. What experience you'll have?
7. Close

Not features. Not tech specs. Outcomes & transformation.

1️⃣ The "Why Now" Question ❓

"What made you reach out today specifically?"

Reveals their urgency level immediately.

2️⃣ The Immediate Audit 🔍

Run their site through PageSpeed/GTmetrix while chatting. Share findings live.

Shows expertise + gives immediate value.

3️⃣ The LinkedIn Research 🔗

Check their LinkedIn before responding. Mention their background naturally.

"I saw you've been building [brand] for 2 years — amazing progress!"

4️⃣ The Industry Insider 🎯

"I've worked with 15+ skincare brands. Here's what works..."

Position yourself as a specialist, not a generalist.

5️⃣ The Competitor Drop 📊

"We just finished working with [similar brand]. Their conversions jumped 40%."

6️⃣ The Screenshot Opener 📸

Send a screenshot of their site with 3 quick observations BEFORE pitching.

Value first, pitch later.

7️⃣ The "You're Not Alone" Opener 🤝

"Most store owners struggle with exactly this issue. Here's why..."

Normalizes their problem. Reduces shame.

8️⃣ The Question Stack 📋

Ask 3 questions in your first message. Shows genuine interest, gets them talking.

9️⃣ The Time Zone Respect 🌍

Check their location. Say "Good morning" or "Good evening" appropriately.

Small detail = big impression.

🔟 The Personalized Video 🎥

Record a 45-second Loom walking through their site with 3 observations.

5x higher response rate than text.

1️⃣ The Budget Range Test 💰

Never ask exact budget. Ask:

"Are you thinking $1,000 range or $3,000+ range?"

2️⃣ The Decision Timeline ⏰

"When were you hoping to launch?"

Qualifies urgency instantly.

3️⃣ The Decision Maker Check 👤

"Are you the one making the final call, or does someone else need to approve?"

4️⃣ The "Tried Before" Probe 🔍

"Have you worked with developers before? What went right/wrong?"

Reveals red flags and expectations.

5️⃣ The Dream Store Question ✨

"If your store was perfect, what would be different about it?"

6️⃣ The "What Keeps You Up at Night" 😴

Reveals their deepest pain points. Let them talk.

7️⃣ The Revenue Impact Question 📈

"If your conversion rate doubled, what would that mean for your business?"

8️⃣ The Competitor Research 🔎

"Who's your biggest competitor? What do they do better than you?"

9️⃣ The Growth Stage Check 📊

"Are you at $0-10K/month, $10-50K, or $50K+?"

Adjust your pitch based on their stage.

🔟 The "If Money Wasn't an Issue" 💎

"If budget wasn't a concern, what would your ideal solution look like?"

Reveals their true desires.

1️⃣ The "Feel, Felt, Found" Framework 💬

"I understand how you feel. Others felt the same way. What they found was..."

2️⃣ The Inoculation Technique 💉

Address objections BEFORE they raise them:

"You might be thinking this is expensive. Here's why it pays for itself..."

3️⃣ The Cost of Inaction 💸

"What happens if you don't fix this? Another 6 months of lost sales?"

4️⃣ The "What Would Change Your Mind?" 🤔

Direct question reveals their REAL objection.

5️⃣ The Split Test Offer 🧪

"Let's start with one page. If you love it, we continue. Fair?"

6️⃣ The Guarantee Frame ✅

"If you're not happy with the preview, you don't pay. Zero risk."

7️⃣ The ROI Math 🧮

"At $50/customer, you only need 70 extra customers to pay for this project."

8️⃣ The Priority Reset 🎯

"What's costing you more — the investment in this, or staying where you are?"

9️⃣ The "Compared to What?" Reframe 📊

Price objection? Respond:

"Compared to what? A $500 freelancer who disappears after 2 weeks?"

🔟 The Risk Reversal 🔄

Put the risk on yourself:

"We don't get paid until you approve the preview."

1️⃣ Good-Better-Best Pricing 📊

Always offer 3 tiers. Most pick the middle one.

• Starter: $1,500 — Basic package
• Pro: $3,000 — Recommended
• Premium: $5,000 — Everything included

2️⃣ "That's My Best Price" Close 🛑

Say it once, firmly. Then be silent. Don't negotiate with yourself.

3️⃣ The Trade-Off Negotiation ⚖️

"I can reduce price by $500, but we'd need to remove [feature]. Which matters more?"

4️⃣ The Payment Plan Option 💳

"We can split this into 2 payments if that helps with cash flow."

5️⃣ The Rush Fee ⚡

If they need it fast:

"We can prioritize for 20% extra. Would that work?"

6️⃣ The Long-Term Value Frame 📅

"Think about it over 3 years. That's less than $100/month for a money-making asset."

7️⃣ The Comparison Frame 📊

"This is less than what most stores spend on one month of ads that don't convert."

8️⃣ The Bundle Discount 🎁

"If we do both the homepage and product pages, I can discount 15%."

9️⃣ The Referral Offer 🌟

"Refer one client, get 10% off your next project."

🔟 The "Invest in Yourself" Frame 💪

"This isn't an expense. It's an investment that generates ongoing revenue."

1️⃣ The Urgency Callback ⏰

"Our next slot opens in 3 weeks. If you want the earlier one, let me know by Friday."

2️⃣ The "Just Checking In" Death ☠️

Never say "just checking in." Add value instead:

"Saw this article, thought of your situation..."

3️⃣ The Video Follow-Up 🎥

Send a 30-second Loom thanking them and asking if they have questions.

3x higher response rate than text.

4️⃣ The Social Proof Drop ⭐

In follow-up:

"Just delivered another project — want to see the result?"

5️⃣ The Deadline Create 📅

"I can hold this price until Friday, then it goes back to standard rate."

6️⃣ The "Meanwhile" Follow-Up 🔍

"While you're deciding, I analyzed your checkout flow. Found 3 issues..."

7️⃣ The "Are You Still Interested?" Email 📧

After 3 follow-ups:

"Are you still interested, or should I close this file?"

8️⃣ The Success Update 🏆

After closing ANY deal, share a win:

"Just helped [store] go from $10K to $35K/month."

9️⃣ The Handoff Transition 🤝

When moving to PM:

"You're going to love working with [Name]. They're our best."

🔟 The 6-Month Check-In 📆

Calendar reminder: Follow up 6 months after project ends.

Referrals + repeat business.

The 2026 Standard: Video First

Text emails get ignored. Personalized video gets responses.

✅ Video Prospecting Formula:

1. Screen share their website (shows you did research)
2. Point out 2-3 specific issues (creates urgency)
3. Show a quick solution example (proves capability)
4. End with clear CTA ("Reply to book a 15-min call")

Tools: Loom (free), Vidyard, Sendspark

CLIENT SAYS: "I got a quote for $500 from someone on Fiverr. Why are you charging $1,500?"

❌ WRONG: "We can match that price" or "You get what you pay for"

✅ CORRECT RESPONSE:

"I completely understand comparing prices — it's smart! Let me share what that difference buys you: The $500 store likely uses a basic template with minimal customization. You'll get a functional store, but probably need to hire someone later to fix conversion issues. Our $1,500 package includes: ✅ Custom design matched to your brand (not a template) ✅ Mobile optimization (60% of shoppers are on phones) ✅ Speed optimization (slow stores lose 40% of customers) ✅ 1:1 training so you can manage it yourself ✅ 30 days of free support after launch Which of these would be okay to skip?"

CLIENT SAYS: "Can you do this in 3 days instead of 14? I have a product launch coming up."

✅ CORRECT RESPONSE:

"I hear you — timing is critical for a launch! Here's the honest truth: We CAN rush, but rushed stores have problems. I've seen 3-day builds need 3 weeks of fixes afterward. Let me offer two options: 1️⃣ **Rush Delivery (7 days)**: +30% rush fee, focused scope 2️⃣ **Phased Approach**: Launch with core pages in 5 days, we add remaining pages after your launch Which approach works better for your situation?"

CLIENT SAYS: "I've been burned before by developers who disappeared. How do I know you're different?"

✅ CORRECT RESPONSE:

"I'm really sorry you had that experience — it's unfortunately too common in this industry. Here's what makes us different: ✅ **2,000+ stores built** — We're not going anywhere ✅ **4.9-star rating** on Fiverr/Upwork (I can share the link) ✅ **Payment through platform** — You're protected ✅ **Daily updates** — You'll hear from me every single day ✅ **Video walkthroughs** — You see exactly what we're building Would it help if I connected you with 2-3 recent clients who can vouch for our work?"

CLIENT SAYS: "I'm comparing a few options. What makes you better than the others?"

✅ CORRECT RESPONSE:

"Great — you should compare! Here's what I'd suggest asking every agency: 1. How many Shopify stores have you built? (We've done 2,000+) 2. What's your revision policy? (We do unlimited revisions within scope) 3. What happens after launch? (We include 30 days of free support) 4. Can I speak to recent clients? (I'll connect you with 3 right now) 5. What's your response time? (We reply within 2 hours, always) Honestly, if someone else checks all those boxes AND is cheaper — go with them! But in my experience, the cheapest option ends up being the most expensive after all the fixes."

CLIENT SAYS: "This sounds great, but I just don't have $1,500 right now."

✅ CORRECT RESPONSE:

"I totally get it — cash flow is real, especially when you're starting out. A few options we can explore: 1️⃣ **Split payment**: 50% now, 50% before launch 2️⃣ **Starter package**: Core pages only for $800, add features later 3️⃣ **Future booking**: Lock in today's price, start next month Which of these might work for your situation?"

⚠️ IF THEY STILL CAN'T AFFORD IT:

"I understand! Here's what I'd suggest: Save for 2-3 months and come back when you're ready. Starting a business on tight budget stress isn't ideal. I'll still be here, and the offer stands."

CLIENT SAYS: "This all sounds good. Let me think about it and get back to you."

✅ CORRECT RESPONSE:

"Absolutely — it's a big decision, and you should take your time. Before you go, can I ask: What specifically do you need to think about? - Is it the price? - Is it the timeline? - Is it checking with someone else? I'm not trying to pressure you — I just want to make sure I've given you all the info you need."

📅 ALWAYS SET A FOLLOW-UP:

"No problem! When would be a good time for me to check back? How about I message you on [Tuesday/next week]? I'll put a reminder — and no pressure, just checking in."