Or you can make a concession in another way: “I tell you what I’ll do. I’m betting that you know a few business owners who could also benefit from a direct response website design of their own. After I’ve done your website and you’re happy if you’d be kind enough to call your business friends and recommend me and my service I’ll give you a special price of $1,500.”

Asking for referrals in this way is very powerful. First it’s believable. Every business owner can see the value he’s giving you and will be thrilled to save some money in return.

Second it can create a steady stream of new prospects who are eager to talk to you on the recommendation of business friends they trust.

If you’ve been in business for a while you know that the vast majority of suppliers and contractors you do business with you find through other business owners. The risk is lower and the chance of finding someone really good is much higher. Best of all your clients are doing the groundwork for you…selling the benefits of your service in THEIR language.

Finally in the negotiating phase you can just be straight and say something like: “Look I really can’t do a decent job for you at that price. The best I can do is $1,500 and that really is the lowest offer I’ll give you simply because I think we’d enjoy doing business together. I honestly can’t afford to go any lower than that.” A couple of important points.

There’s a good argument to be made for not talking specifically about how you’ll increase a business owners sales. Sometimes it can be best not to make any claims then when they start making sales they’ll think you’re a genius as opposed to if they don’t see anything really spectacular thinking you lied to them. Good online/offline marketing can take some tweaking to get it working too.

Read More- Let Him “Beat You Down” To $1,500

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