How to Respond To Price Buyers or Low Budget Clients-Role Play
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- Äas pĆidĂĄn 28. 05. 2024
- How should you respond if a client offers you a low budget for creative work? What to do if clients undervalue you or your work? Role play situation with Chris Do.
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How do you do value based pricing? What is value based pricing? How do you deal with a client that has a low budget? How can you get them to raise their budget? Sarah plays the role of a price-based buyer while Chris tries to price the client not the job. He practices retreating and helps her to understand what is at stake if she were to fail.
00:00 Just get me in a room with a live client. A live client, meaning: They have a real problem they need to solve, and they have real money, and theyâre gonna pick somebody, and I will close a good percentage of those jobs.
0:28 THE CLIENT JUST DROPPED A 2,000 POUND âANCHOR.â
IGNORE THAT ANCHOR.
0:35 Hereâs the thing: I think I know what you want. Iâm just not sure Iâm not the guy to do it for you.
0:51 DONâT WANT THE JOB.
0:56 INSTEAD, GENUINELY WANT TO HELP YOUR CLIENT.
Thereâs this girl I know in Edinborough that could probably do it for a lot less, however, Iâm just conflicted âcause I donât know how to do that for that budget. Usually we start somewhere between fifty to twenty thousand dollars (or pounds)...
1:10 DROP YOUR OWN âANCHOR.â
1:22 Maybe thereâs more budget somewhere else if you wanna work with me, otherwise I just canât take it on. What do you think?
1:32 It sounds like you probably donât need me. Iâm sure if you call a few people, you can find somebody else to do it for you. Itâs just not gonna be me. Sadly. But if you should talk to other people and you donât like what they do, feel free to give me a ring. The price is still the same, but then I can help you.
2:01 Whatâs motivating this conversation today? What are you trying to get done?
2:06 DIG DEEPER. DIAGNOSE THE PROBLEM.
2:06 LBC: Weâre not getting high enough sales, um, weâre not reaching the, um, quite the right target, um, we want to sort of fit in with a younger, âmillennialâ vibe.
2:19 Hereâs what I heard you say: Youâre not getting enough sales, youâre not (um) connecting with the right audience. Those are big problems to solve. Like, if you donât fix this problem, whatâs it gonna cost you?
3:27 So if you could buy an insurance policy to stop this from happening, how much percentage would you spend?
3:49 GET THEM TO SAY WHAT ITâS WORTH.
3:51 Thirty percent sounds very generous. Now, I donât think we need to spend that much because 30% of a million dollars. Hereâs the great news: I can help you for a lot less than that. If you should decide that weâre a good fit, we can get into contracts, and then we can figure out schedules and all that kind of stuff. So not only are we gonna fix the problem, but weâre gonna plug the hole in the boat, weâre gonna actually grow and expand the business. This is what I help my clients do.
4:44 BECOME THEIR FIDUCIARY. BE ON THEIR SIDE.
4:57 DO MORE THAN SOLVE VISUAL PROBLEMS, SOLVE BUSINESS PROBLEMS.
5:40 Iâm on your side, Iâm neutral, I care about you, and I match your energy, and I flirt with you a little bit. I mean, if I can, if I can make you laugh and teach you something, Iâm, Iâm gonna win.
--
7 Strategies For Wealth and Happiness
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Pricing Creativity
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Whats that song in the beginning
So in other words, donât act like you need them. Act like they need you.
I would add: don't act like you want to help them even if they don't hire you. Clingy clients will get difficult and push you to say "get out". In the business side of things "educating" a client is too risky, expensive and more than often not lucrative (at least not to the one educating them).
Yeah... don't have the stink of death in sales. Don't sound desperate. Let them know you're willing to just walk away, but still offer to help. Empathize. Just don't be desperate.
Itâs not an act, itâs a fact.
What they need is the service. The you part doesnât matter. Because if it did there would be any other option. Itâs the you that provides the service; the service they need so they can level up their brand. So you may as well put on a performance, and persuade, so you can do what you do best, and they can get what they need.
Never position yourself in a need for desperation, and never make them feel like they need you. Donât sell them. Serve them. The real art in selling is to never sell. So you donât need them, what you provide, chances are you do for free. So you donât need their money. You want their money. Youâve gotta have standards because you know the value you give in the service you provide. You can be offering the same service as someone else and your price might be thousands of dollars more than the other guy, yet you both get clients. Whyâs that? The service. Not the sale. Service sells it self because itâs solving real problems usually almost always resulting in increasing profits. So instead of acting like they need you, tell them the value youâll give them.
You act, you loose
That's almost like flirting
Update!!
Tried this with a client last week and got 2x what I intended and is also my first client.
Thanks Chris
Since I've found The Futur about a month ago, my business, my mindset, my passion for design, and my life have changed for the better. Yes, I'm being dramatic, but I'm also being honest. Thank you for every piece of content you put out...
You're welcome.
same here! nice comment buddy!
That's excellent mmazz!
me too brother
Ditto.
The problem with these roleplays is that the student feels obligated to stay in the deal. A real client would probably drop out before you finesse them, especially after he said to refer to other designers. But in that group setting, the student has a pressure to set him up for success, so they can learn something. Sometimes that means giving convenient info, or never actually dropping out of the deal.
There was a roleplay on here where the customer actually wasn't going for the price that Futur wanted and he somehow got past that lol
@@NarWhat can you link it please ?
@@maritorronto5847 It was just in my suggested bar like 3 weeks ago, sorry I couldn't find it.
@@NarWhat k, thanks for the info anyway
Yes, but itâs also about projecting that confidence and positioning yourself effectively as the premium choice. Even if the client goes somewhere else, theyâll know that thereâs a more expensive option that they might want to explore later down the line
"Low budget client" - drops 2000 pounds, and here I am with people that think 100 dollars is a decent enough investment for a logo
Yes xd
Well branding is a lot more than a logo. Probably the whole design guide.
@@timowthie True, a branding package would cost way more. Still, I am still trying to break the ice and get to higher-budget customers. I dont yet have experience with full branding packages
I know sounds a bit harsh but, just tell those people that hey should inform them selves better about the prices in the industry!
There are such things as Quality, Effort and Security aswell as proportional and disproportional prices.
They might get someone to do a logo for a hundred bucks, BUT will that work be better Quality than yours?
Probably not!
Because if they will pay that less there will probably be less effort put in to the Artwork/Logo.
And they will probably have to search for another Designer to get another logo-design because the one for a hundred bucks was Crap!
But YOU could promise them the security, that they wouldnÂŽt have to go on searching for a good designed logo if they are willing to pay you a fair amount of money for that project.
Hope this helps :)
Don't sell them only the logo. Try creating their whole visual identity and put it in a graphic standards manual. Putting logo, color codes, typography, cool story and more gives off an impression of pofessionalism. show them different examples on how to use their visual identity (future marketing , physical banners, social media posts, ad in front of their store, POS materials etc.) - make sure they are aware of the benefits they will achieve by choosing you... Also, nothing bad at starting small for a brief period, but make sure that your delivery is always up to the standards. You Will gain Word of mouth this way and it is the only viable long term solution. Also, start locally and sell your Services through your own contacts at the beggining and build up a portfolio! Just gave you 1997$ advice for free! Good luck.
This roleplay gave me serious chills.
I met this man once when I was handing out free bottles of water. We spoke for three minutes and he left with five waters and I had to pay him $10.
Still not sure what happened.
Haha
Lmaoo
đđ
what the hahaha
Work on strengthening your situational awareness.
I nearly fell out of my chair, I thought she said "I think this sounds like bullsh*t" at 3:25 đ
LMAOOOO
Lol I heard it right the first time and then almost instantly saw this comment and clicked it and itâs all I heard đđŻ
This is whatâs missing from the Creative industries. So many talented individuals who donât know how to sell their product or service. Well done!
Chris can you make an app of yourself for me to pull out at client meetings please?
yes. book me for $1000/hr. and i'll do your call for you. ;)
Haha i'll definitely consider for some of my bigger jobs. Keep up the amazing work. Gutted I missed this Edinburgh visit, I'm just up the road.
Like a portable Chris Do AI
Yes! Forget Scar Jo in the film "Her", we need Chris do in "Him."
If you're trying to close a $50,000 deal, Chris's hourly rate is worth it :)
I needed this guys 15 years ago....
Subtle, smooth approach to ridiculous cheap clients/customers. Thanks for the useful tip
So good! I almost forgot how much I liked role plays.
Especially when you're not in them ;)
Better to be a viewer with popcorn?
YES!
đđŒ There's always somebody to practice with đ
Especially when you keep breaking out of character and Chris gets frustrated lmao jk!
That video with you guys doing the roleplay is one of my favorites! It's so damn good for maturing our "business side"!
Short, sweet and to the point. Need more videos like this where all that we learned from thefutur is shown practically with real clients.
This is the most compassionate vibe I've gotten off chris and I'm glad I got to see this side! I was worried he was all big tough man all the time! Great video.
âIs there anything else Iâm missing here, SARAH?â - boom. Love it
Thank you, this makes so much sense!
I've always wondered what the 'I don't need the job' attitude looks like in a real conversation.
"The client just dropped a 2000$ anchor."
"Ignore that anchor."
negate the anchor. create your own.
Ignore for 2 good reasons:
1) the solution to their problem is worth much more than that anchor for them
2) they are not the ones doing the work, the thinking, the solution so they should not be the (only) ones who determine the price of what *you* do
Funny how in freelancing and creative areas it is the client who wants to write the price tag but we don't go around paying what *we* want for a cinema ticket, a cup of coffee or an hour or parking or even a consultation with an attorney ;)
@@StefanoPapaleo-TS *You do pay what you want for those things. Unless you are under duress.*
@@haza123b4 NO, you don't. Have you ever seen someone negotiating the price of an espresso in a bar? I haven't and I'm 49. Deciding not to buy them or going somewhere else is not what I meant and you know it. Try and hire a lawyer and tell him: OK, I'll pay you X. Now go and get me out of jail. And see how it goes...
@@StefanoPapaleo-TS *The buyer doesn't typically set the price. They do set the budget though which ultimately means they decide what they pay. The price is typically more fixed in certain sectors and certain economies than the budget but many sellers do have the flexibility to alter the price if necessary.*
This is my favorite channel on how to be a used car salesman
Me before client every client meeting: âTime to channel my inner Chris!â đđœđ€šđđœ
Idk how can I deserve to watch this knowledge for free
You are worth it
@@thefutur love you :')
This is Sales Mastery. Thanks so much for posting. Too many small businesses are failing because they canât sell. Material like this can help to elevate them, love it.
I'm a tradesman in the building industry who'd like to say your thoughts and suggestions have really helped me to deal with customers. Thankyou so much!
Thank you đ
Diagnose the problem, so smart.
Gosh! Chris is too good đ€
So much knowledge for such a small amount of time. Just great.
That was amazing! Very tactful, classy, and polite, but firm.
thanks Karina. I thought so too but apparently it's not the case for everyone.
Verbal sorcery..............đđŒđđŒđđŒ. No aggressive techniques, no gas lighting. It was smooth. â€ïžâ€ïžâ€ïžâ€ïžâ€ïžâ€ïžâ€ïžâ€ïž
Thank you Peter.
Chris Do! You're the man! Thank you for dropping this knowledge!
the more appropriate tile for this video would be:
"How to respond to price buyers or low budget clients from the perspective of an already established name of the market with whom the client really really wants to work and is reluctant to search for other vendors and who is arguably inefficient at calculating marketing budgets in accordance to their own turnover - Roleplay"
I think youtube has a character limit.
Lol. Youâd be blown away if you only tried. I coach hundreds of people who have far less experience who are able to successfully put into practice these concepts.
hahaahahaha
Love, the format, the shots, the videography. Loving the care.
Appreciate it!
While this is full circle and top positive to us here in our circles, the answer to 'Is there anything that could be added' - could be: a stronger outline of : why does someone feel it's more of a support 'I'm on your side**' than a No? Because the person who says No so far at this stage, >> reminds the other person that they might make a mistake in their approach ( on 'how to value 'what, as pointed out in the dialogue). >> Fixing** that mistake is going to be big growth for the company who seeks Do's help. Even if the now temporary No remains for good and two parties never meet again and this particular business happens elsewhere.
Please do more of this! Itâs very helpful to see you in action handling objections and getting your message through.
Oozing with sincere empathy
So good!
This really illustrates your embrace and pivot technique.
in action.
Sales aikido
A Samurai's way of saying "no" without saying no. This is the ART of still leaving a GOOD REPUTATION while you engage with potential customer (PC). Love Chris Do, the **BEST** strategy for dealing with PC who 1. Don't have the budget or 2. Are not WILLING to invest the amount one is worth. I've WATCHED and read so many other ways of dealing with PC who haven't got the money for one's services, and THIS METHOD I prefer above them all, because there's empathy, there's honest, and it leaves the PC feeling cared for. To me THIS IS FAR more important than making the sale. This METRIC is far more important in my view. I've seen this BRINGS ROI anyway when the person is dealt with as a human being and NOT just a PC to sale too.
Role plays, examples, "copy my homework but not exactly" is SO. HELPFUL.
Wow! Business jujitsu at its finest.
There's only so much natural charm that can be taught, but if you're genuine in your interest to truly help a client by following these principles, your own personality (personal brand) will sell itself. I first came across this video a little less than a year ago, and ended up using it for my own script with a new client. The recommendation I received after completing the project was my best to date:
"Bob's consultation was absolutely 'spot on' in capturing my vision and design aesthetic because of his skillful capacity to listen, feel, and connect with his clients. He is passionate, creative, and has an outstanding gift for envisioning YOUR vision, perhaps better than you may see it for yourself."
Those high-value questions make all the difference. Thank you The Futur and Chris Do for your continued pursuit in delivering this extremely valuable content.
wow. congrats Bob!
Chris you are such a boss! You answer all these questions so flawlessly and simply just state what really is the problem and how you would solve it or try to help solving it. Clean, straight to the point and no bullshit. Great job man.
That was so effortless, like a peaceful flowing stream . . .
Wooow! So good. I have to watch this many times to internalize.
Chris do is the master teacher đđŸ Broke it down perfectly
Thanks.
Excellent advice for any industry.
Excellent role-playing, Chris! Great points and delivery for me to learn from.
This one just floored me! Iâve watch this guy before, enjoyed his talks, even felt inspired by his words. But this just went to a whole other level...the psychology he just used in this role play was a low down trick that shames the client for not having a big enough budget to work with him. They feel like đ© then he talks a game, builds them up, pushes his way into their financial, and then goes in for the kill. I am super surprised that companies actually fall for this tactic. In a transparent world, if you state how much your services cost up front then there would be no for the shadiness. đ€Šââïžđ€Šââïžđ€Šââïž
People are still human, even if they're behind an organisation or company identity.
Yeah this give me the confidence to deal with low budget clients , thank you đđđ
Mai Mohamed đ
This video literally could not have come at a better time!!! Thank you Chris
Thanks a lot, Chris! You are really motivating. You are really doing a lot for the design community.
Love it! Expressed genuine concern and interest for the (potential) client without lowering your standard (pricing).
Love the music in this vid too! đ¶
Thanks so much for doing this role play. I'm always struggling with having the money conversation. I heard of anchoring but I've never seen a demonstration of how to essentially ignore the anchor and turn the conversation around so that the client essentially sees the value of your price. Thank you thank you!
THIS is fantastic!! I just took notes :)
So so so good! Thanks Chris. The role play is very helpful.
That talk was so smooth, she slipped from the client side to the agency side
frictionless
What would Chris DO? (Ask yourself everytime)
Awesome stuff! Thank you for sharing your mastery, Chris! This is super helpful!
This is legit! Just trialed the philosophy on a money conscious client, who was starting a new business and who didn't have a lot to invest. I was able to get them to agree to my increased rates by letting them dream about the future and by being flexible in my payment method. Literally have a pocket full of Do ;)
I've been watching Chris for awhile and just started applying all his key strategies to my business. Im a freelancer, Ive been dealing with so many lousy clients in the past 4 years, but now the application is working my way up and it's a new world. Thank you Chris. I would love to say thank you personally if i could. You're one hell of a smart guy. I had you to come along to build me up, know my worth and expand my skill unlike ever before. I enjoy my work greatly I stay up almost every 2 days.
Thank you
I guess this is better than laughing clients out of the room. I will remember this for next time...
Absolutely fantastic as always
This is just fantastic coaching Chris.
This is probably my favorite video from The Futur.
I am always in this position Chris found himself in at the start; low-paying clients with ginormous expectations.
Thank Chris; for breaking it down in a real-life scenario. Those classes of embrace and pivot make so much sense now.
God knows I'm going to need to learn a lesson from this video! Thank you guys for this video!
been binge watching all the videos thank you so much life long value videos
This is such excellent advice! Thank you so so much for sharing!
Badass. Keep the sauce coming
This is by far the best one on one teach you have done and my special part is dropping the book quote. Confidence, background research you know how the cockie cramble
Luis Quintero DurĂłn haha.
So great to see this in the UK! Need more UK real-world stuff like this.
Love this roleplay!! it's so insightful!
Gary vee says 95-99% of people wont deploy his strategies. The futur is that 5-1% that is winning
6 minutes of premium advice.
Top level negotiation
This is super helpful! Thank you so much
I've tried this approach. It almost always works - but in the buyers' mindset you must (IMHO) be established as someone with design cred and a great track record. Being willing to walk and even suggest cheaper alternatives is a good strategy. Usually takes them by surprise. Great stuff! Chris does it best!
Empathy works both ways. It's is needed during the "difficult " conversations and those conversations are not always centered around money. I told my oldest yesterday that the difficult conversations usually center around a uncomfortable topic and usually talking about the subject in an empathetic manor leads to positive outcomes. Even if the prospect never buys their was a value add that gave a positive prospective for the future..."no pun intended"
It's really nice and helpful, thanks Chris
So well done. Chrisâ agency in this scenario would not be forgotten by the prospective client who may return, even a year later, when they have the budget to take yet another higher step. Itâs a good strategy whether for now or later, and builds reputation. Learning a lot here -thank you, Chris!
Learned more in 6 minutes than in 20 years of job experience
Wow. Thank you.
I don't even need a logo and even I'm sold! That was fantastic role playing and advice. Thank you đ
shawmiester08 yassss
Timeless business speach...Chris, youÂŽre the MAN...thank you for this video!
Thank you
Super teaching skills right here, excellent video thanks
I was the idiot who would accept the $2000 a few years ago - no more of that bs :-D
TechStacker Exactly!!đŻ
what? I've done it for like 40 bucks back in spring lmao
Send them to me I'm bumb enough to accept opportunity
I'll happily be that idiot to design a simple logo for 2K.
TechStacker what did you change and how did you break down their metrics and economics?
I'm about to present this week to a client and thanks so much for all the advice you share. For starters this one of the highest prices I've asked for based on past advice you have given. I'm really excited to learn and you guys are the best teachers. You rock
thanks Jada
Howd it go Jada if i may ask? : )
wow great talk, sight full and have a lot of great tips, thanks Chris
Chris, you provide excellent roleplaying exercises on anything business related. You're the master!
David Torres thanks David.
Would be appropriate to add some thug life glasses to a Chris Do still after this video.
We should've. Next one.
I'm interested in seeing the video where the client continues to deflect the budget question. I've actually had people tell me they need to explain the project to me to figure out their budget.
We're working on more content and course surronding objections.
The Futur I wouldn't say "objective clients". More along the lines of clients that are "window shopping". A lot of the video role plays, are clients who answer the budget question right away when asked. I personally find that doesn't happen very often.
nater51 that is what is referred to as an objection. Not ready to buy. Looking for multiple bids.
â@@thefuturthey are ready, but they makes multiples bids for same need to have the lowest price for their needs. Simple!
Amazing. Always wanted to hear what a real convo sounded like. Thank you Chris!
Arash R well. Real in the sense of a role play.
Thank you for your great content!
OH MY GOD THIS GUY IS A BEAST!
Welcome to the Futur
I think that Sarah, the client had no intention to go ahead with any budget...20k, 2k or even $10... It wasn't about the money with her, she had no business, no money, no problem to fix and if you keep on having meetings with this type of client you'll starve.
Will you though.
I don't think honing your negotiating skills would count as wasting your time.
Thanks alot Chris for this amazing content you have been producing. It has really helped me growing my sales and solving my client's business problems.
Very interesting! Thanks for sharing
What company would budget 2,000 to fix a Million dollar problem?
Maybe the problem is the people the company is hiring? if companies want to save money above all else maybe they should just open a savings account and close down.
You nailed it! I like the savings account example a lot! It portraits perfectly the attitude of some. Sure, like Chris says, they realized it later thanks to the conversation. Yet, saving and cutting down costs for the sake of it often comes first and is the only driving force for some companies, from salaries to everything else. It is as if they saw a "X% OFF" flashing neon sign above everything they look at ;)
Awesome thumbnail
Thank you for these videos, Sensei đ
Awesome! Thank you for this
Boom! đ„
Thatâs not a low budget client. Thatâs a cheap client.
ok rich kid
Itâs true. If it was a low budget client they wouldnât be baking millions
Liked it very much, as it teaches me something new. Great video.