Awhile back I contacted a tree cutting company to remove some dead trees on my property. I knew sooner or later the trees would fall on my house and hit me in the wallet, so I decided to be pro-active and reduce the damage before it actually happened.
When the tree man arrived, I first only showed him one tree I wanted to have removed.
He said, “Well…normally our minimum charge is $350.00 but I’ll give you half price deal on this one. If you want it cut down, I’ll do it for 180.00. How does that sound?”
I said, “That sounds pretty good”…but I’m thinking, “Wow, he’s already cut his price before getting any reaction or response from me at all. I wonder what’s next.”
I then pointed out the other 2 trees I wanted to have removed. He did some calculations and then presented me with a written estimate. The price was $630.00.
Immediately, as he handed me the estimate, he said, “If you’ll go ahead and sign here and let me do the work, I’ll knock off another $90.00 and do the whole job for $540.00.
I hesitated.
Then I said, “Well, I really need to discuss this with my wife first.”
He replied, “If I agree to do it for $510.00 would that help you make up your mind.”
I explained that my wife and I usually don’t make such decisions without consulting each other.
He seemed annoyed when he left.
I called him a few days later and told him I’d take his $510.00 offer.
And now the trees are scheduled to be gone and I am happy…especially since I saved $120.00.
Bottom line: I’d have gladly paid the original price of $630.00. The man came highly recommended by a trusted friend and that’s all I needed to be confident doing business with him.
But instead I got it for $510.00…all because he began negotiations on his own price!
My point…or lesson…is simply this: State your price and then shut up and wait for the other person to say something.
In most cases they will simply say, “OK”.
Believe me, if they want to negotiate the price, they will do it. They don’t need YOU to give them the idea that it actually is negotiable.
Note: This is not the same as offering a deal and a deadline in your ads.
Make sense?
I hope so.
Thanks for taking the time to read this, and I hope you have a great day!
Hal
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