How to Bring Down the Negotiation Axe on Your Dear Clients
If you're a coach, consultant or any other type of service provider, among your frequent everyday negotiations will be negotiating with clients that are renewing - either with changes in price, what's included in the package, or others. In this video, we cover some tips to negotiate client renewals, or other situations where the service provider-client relationship change in some way.
00:00:00 Beginning
00:00:20 Introduction
00:00:43 Tip #1: Have Abundance
00:02:40 Tip #2: Have a Good Reason for the Change
00:03:52 Tip #3: Have An Alternative Option
00:05:03 Tip #4: Leverage Their Results
00:06:05 Summary
00:07:05 Closing
In order to navigate complex negotiations with your dear clients, we cover four tips in specific:
First, having abundance. The best way to not seem needy is to have options. This is important due to the subconscious effects it has on you. People who are needy don't negotiate as much, they are more defensive, and they try to please more and end up being less honest - which in reality, actually loses people a lot of the time;
Then, having a good reason for the change. That is, whether you are increasing the price of something, removing a feature provided, or others, it's important to base this on facts. Did you pricing increase because you have a new certification? Do you have more famous clients? Is there something else going on? Providing a justification is a persuasion technique of its, giving the person permission to accept your demand;
Having an alternative option is another tip. That is, not just telling the client "We must do A, period". Because if they don't agree to it, they just say goodbye. It's important to always have an alternative option ready for when the main option does not work for either side. This allows you to continue the relationship, even if changed in some way;
And finally, leveraging their results. In many cases, it's possible to not accept discount requests - and to even raise you pricing - if the client is obtaining results. When they are saving (or making) a lot of money due to your services, it becomes a lot easier to ask for more, or to deny them things with a proper justification for it;
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