Price shoppers can be a nightmare if you’re a busy small business. You made all that effort in writing a quote for them and then you realise they won’t be buying your products or services any time soon.
They might enquire about your rates so they can plan their budget or compare your prices with your competitors. And rather than investing time and effort in potential new customers, you end up wasting your energy on people who never intended to buy from you in the first place.
Here are a few tips on how to turn this nuisance into a positive opportunity and find ways to reduce the time spent dealing with requests from price shoppers:
Optimise Your Workflow
In order to speed things up, make sure people get the information they need as quickly as possible. This is great for reducing time spent on price shoppers, but it’s also really helpful for genuine potential customers too. So, how do you do this?
1. The easiest way is to show your prices on your website and in your marketing material. This eliminates most enquiries from price shoppers – and therefore the need for you to spend all this time for possibly nothing. If you can’t show exact costs, consider having example prices on your website (check out my example prices). Still not sure? Read my previous blog post about why you shouldn’t keep your rates a secret.
2. Have a dedicated call-to-action button and contact form for price enquiries on your website. This way people can quickly and easily get in touch. A contact form is also a great way to ensure you get all the info you need to put the right quote together for them.
3. Instead of spending lots of time on personalised quotations, have a pdf price list ready that you can simply email to potential customers. Alternatively, create a template quote or set up an email template so you can reply straight away.
Talk To Your Ideal Client
As a small business, it’s important to get the right clients who suit your business. If you find that a lot of people who get in touch don’t have the right budget, there are several things you can do. Most of all, check that your communication and marketing reflect your small business accurately.
You want to attract your ideal client, so your website, brand design and marketing need to reflect what they’re looking for – and are willing to pay. For example, an expensive product should reflect in high quality marketing and an adequate tone of voice. Otherwise, potential customers may assume it’s a cheap product and won’t be willing to pay when they find out your prices.
It takes quite a bit of time to get your branding spot-on. But it will definitely save you time in the long run as you will be attracting the right people whose budgets fit your rates.
Increase Your Chance Of A Sale
So what now? Just because you’ve improved your workflow, it doesn’t mean that you should sit back and let price shoppers take care of themselves. There is still a chance to make a lasting impression and turn the price shopper into a paying customer.
How about giving them a quick call back to ask a few questions? This way, you can find out exactly what information they need and help them straight away. Just don’t make this a sales call, focus on providing great customer service and useful information. This is quick to do, and the personal touch can go a long way.
I’ve found that not everyone likes getting a phone call, so here’s a useful tip when it comes to replying to enquiries. On your online contact form, ask if you can give them a call back to make sure they get the right quote or prices. Ensure that they have the ability to opt out, and give people the option to select their preferred method of contact so you can avoid unwanted phone calls.
Another way to make a good impression is to have a temporary special offer ready to encourage purchase. And don’t forget to follow up by email. Keep the conversation going so even if the customer doesn’t purchase straight away, they keep you in mind. Make them aware of your social media channels. Ask if they would like to be added to your mailing list for future updates or special offers.
WANT TO READ MORE?
To read more about this topic, have a look at these:
Should You Keep Your Rates a Secret?
How I Found My Ideal Client & What I Learned Along the Way
Do You Know Where Your Clients & Customers Are Coming From?
What Is It Like to Be Your Customer?