What to do if your Upwork leads tell you that you're too expensive. Hey tribe,
Matt Laker here! In today's video, I want to talk about the problem that so
many of freelancers and business owners, marketing agency owners have when they
work on Upwork and once they get the person on the call what is happening is
that they tell them well you know everything is good, your service is
interesting but your price is too high you know I've talked with five other
guys and they were cheaper you know you're asking me for I know $2000 and
they or they're asking for two hundred. So.. how to handle this objection but in
this video, I will not tell you how to manipulate them and trick them into
paying you eighteen hundred dollars more so that you benefit for no value in
exchange but I want to talk to you about in today's video is about how you can
actually figure out what is the value that you're delivering comparing to
other freelancers or agencies in this case so yes we're gonna cover handling
objections I'll tell you how to handle this I know how to handle this from
sales perspective but that's not that important what's really important is
that you can actually come across with the value and offer this to your client
and why is this so important because if you will know that you have more value
to offer than people who are offering ten times less than you in terms of
pricing you will not even have to use all these tacky sales techniques that I
can tell you about later the second part of this video just came across is
natural you will actually have this value you will actually know that you
have this value and your customer the person you're talking with they will
actually sense it okay they will feel that they will see okay that makes sense
like I can sense that this guy is of a higher value in terms of what his
offering so how do you figure out what is your value well that's the easiest
thing to start with just think a little bit about a person
who's offering something for $200 okay and then thing about you and your offer
okay why is it more valuable I just gonna give you some ideas but you know
what if you're watching this video right now I highly encourage you to get a
piece of paper or open the notepad and write this down with me because it's
gonna be different for everyone and there's gonna be great exercise because
you know we're a few minutes down the path watching this video is I'm gonna
take you more time just put some effort so you're working with me while watching
this video so you're not just passively looking at this while eating or
something so if you're writing this down let's start figuring out why you have
more value all right so this is you all right why you have 10 times more value
than person who's offering $200 for a service why do you have 10 times more
value well let's think a little bit let's compare them to you who could be a
person who's offering something cheaper okay the first idea you might have the
first idea I have is because well you are better at communication okay so
maybe just maybe you know I don't know where you're from watching this video
but maybe you speak the language of where the customers are from okay maybe
you understand the culture better maybe if someone is looking for something like
a specific design you are from the same country and you can understand how to
design in line with that perception of beauty in this country
or maybe it's copywriting and you do copywriting in a specific language okay
and then you know this language you've been living in this country so you are
better at communicating certain message so communication would be one of the
first reasons and why is this why is this important for the customer why
would they care that you can communicate okay better well you can deliver better
results obviously but if you think about the customer and the value that he's
getting from you communicating better is their time okay
so how much more time will they save by just paying you a little bit more and
well maybe 10 times more but having the process done hassle-free not
micromanaging you not explaining everything from the scratch not just
having another employee but actually dealing with a business owner who
understands exactly what they need and maybe who is even an expert who tells
the customer what they need and is specifically understanding how to handle
this problem how to solve the problem of a customer better than the customer
understands himself okay so communication it saves time to
them for them you offer expertise as well if you do of course well think a
little bit foreigner so let's say that the customer would work with a cheaper
version of yourself who's offering them the same service $400 they are terrible
at communication so your customer is losing so much time your customer is not
benefiting from expertise and all the incremental value that is coming with
your expertise and project management they are wasting a lot of time they are
wasting the money they've paid of course so they are losing money so there it's
basically more expensive for them because they have to hire another person
later so it's actually more expensive to hire someone cheaper than someone who
can do the job in the first place you can actually figure how to do things
okay so communication time expertise it's more expensive to hire someone who
can't do this so these are examples all right I'm not gonna go into into this
too much now because you already get the idea just look from the perspective of
your customer you understand that this is not a good deal with them to work
with someone who's cheaper if they are not as good as you know how to handle
this during a sales call you might be thinking right so well the answer seems
way more clear I think right now way more obvious but just ask them what
would they prefer you know cuz if you're gonna ask me if you're gonna get me on
the sales girl you will try to sell me something that I don't have expertise
about and what would I prefer to do what I
prefer to hire someone very cheap or will they prefer to pay for something
that is gonna solve my problem once for good and I will not have this problem
again and I'll have more money right so that's as obvious as that so it's not
even about this tacky sales techniques and asking them questions, well would you
prefer to work some with someone of a good quality or someone cheap? You know..
it's it all works a little bit but this is not as important as the authentic
message that you're sending out there that if you're offering more value then
you are more expensive because you need more money to serve the customer you
have more processes in your business to serve your customer you've worked for so
many more years to build this expertise there is such a higher demand to work
with you so this is just so much obvious that you have this value. I hope this
helps I hope it gives you a little bit clarity make sure - well message me on
Facebook if you have any questions about sales process with upwork leads and I
see you in tomorrow's video!





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