“This Is Really Expensive”
Summary
- I start by telling people that something is really expensive right before saying the price. This helps set expectations.
- Even if someone is wealthy, saying something is expensive catches their attention.
- When people hear "expensive," they prepare themselves mentally for a high price.
- If the actual price is lower than what they expected, they feel relieved and more willing to buy.
- If the price is higher than they imagined, they're at least ready for it due to the pre-warning.
- This approach reduces the chance of a big negative reaction after hearing the price.
Video
How To Take Action
I would suggest implementing a straightforward strategy for setting expectations when you’re selling something. Start by mentioning that it's expensive right before revealing the price. This works well because everyone, regardless of their financial status, mentally braces themselves for a high price when they hear "expensive."
A good way of doing this is to tell customers, "This might surprise you, but it’s actually quite expensive." When you eventually reveal the price, if it's lower than what they expected, they'll feel relieved and more inclined to accept the offer. If the price is indeed high, they already expect it, which lessens negative reactions.
Use this approach in negotiations, pricing meetings, or even casual sales conversations. It's simple, low-cost, and highly effective for managing customer expectations. This technique can be applied in emails, on your website, during in-person conversations, and practically any context where you discuss pricing.
By framing the price as potentially more than anticipated, you turn the revelation into a moment of relief or readiness. This can make your audience more receptive and prone to accepting your offer. Try this method as you sell your products or services and watch the difference it makes in easing buyer hesitation.
