When any salesperson or business executive comes across the word we can’t afford, the first immediate thought is to reduce the price or offer a discount. But no it’s not the right way, when we face this kind of situation we shouldn’t lower the price just to have that particular sale. Instead, try to explain the unique features and services offered by your brand. Attempt to attract them and convince them but never lower the price. Because most of the days whenever a consumer or client says I can’t afford you it’s a lie. Maybe they said that because they weren’t satisfied enough or they need to get it at a lower price. As we all know if we want anything which we like then we will definitely find a way to purchase that particular product or service. How to respond to clients when they say they can’t afford it? There are different types of problems each client faces before they say they can’t afford it.
They are as followed:
1. Trust in the salesperson:
Even though the salesperson is good at marketing and talks confidently, and explains the features and services offered, and still the client says I don’t want to purchase or I can’t afford it. Then it might be their trust towards the salesperson, the client won’t trust or believe in the salesperson. This can be hurting but it can also be a reason for the client to tell in another way that he cannot afford it. It is essential for the salesperson to look at how he is showing up in that interaction. As salesmen, we should not show desperation or low confidence in front of clients. 
2. Trust in the brand:
When a person spends some time researching a brand and the services offered and its product, and in the end, he says he can’t afford it then they might not have trusted the brand. Because if the client has trust in the brand after doing that much research he should clearly purchase that service or product. But if he holds back then it’s possible that the client does not have the required trust in the brand.
3. Trust in the client:
Sometimes the client may have doubts about himself. We as humans experience self-doubts in some moments of life. That would possibly be one of them. As they consider taking the product or services which can change have an impact on them they might also have self-doubts or feelings like they won’t succeed or it won’t bring a change. They might be insecure or anxious due to those self-doubts. During that point, they can say that they can’t afford you.
What should we do instead?
Likewise, in any problem either faced by the client or salesperson we should always not just offer a discount to them for the sale. Instead, we should always clarify their doubts, we need to explain the value of the products, we need to build trust in them, and the trust we integrate them should remove difficulties in their life. Also, use the same words or terminology the clients use to explain their problems and their required results this is a good way to communicate with them. We should tell them exactly or demonstrate the results of our products or services. so that they can be satisfied. At the top customer satisfaction is more important in nowadays marketing, especially in digital marketing. you need to build trust in clients and offer them reassurance. We can build trust in clients and get a positive impression by understanding their concerns. Also, ask questions to understand their problems the situation they are in, and the results they require. when we keenly listen to their words and how they speak and try to communicate with them in the same exact way, then we can make them feel that they are being listened to and understood.
Conclusion:
If we try to understand and offer service to them rather than simply selling them the product, we can build trust in them. If the client has any insecurities think of any solution or an idea that we can do to offer reassurance. Try giving some examples from your past to clients. In that way, clients can believe that they can come over those problems.in these ways, we will overcome the problems and there won’t be a need to lower the price or offer a discount. Rather than showing the price of the product we should show what services are being offered to the client. And the gains the client receives, the profits clients receive, the extra revenue, and the amount of time they can save, and in any case this still the client says they can’t afford you they might genuinely say that. At that point, we can give alternate options to clients to make the sale. Also, ensure your audience because when we are trying to sell to the wrong clients. No matter how much we try to impress or how good the product is, or how high the brand value is, if the client doesn’t want it then we can’t sell it.
MadOverBranding has worked in over 10+ countries all over the world and knows exactly how to keep pace with the changing world of branding.
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