People are over-reliant on the first piece of information they hear. Which can work against you or for you, depending on how you use it.
Whether im selling tee shirts or street sweepers i always start with a high price that is on the borderline of scaring them away. They should have the look on their face that makes you think you misquoted and ran the customer off.
If you meet a woman in January, ask her what you two are doing together for Christmas of date 3. This sets the anchor of 11 months of building together. The “over-time” anchor isn’t meant to be manipulative, its meant to take away the “how long will this last” objection. What they remember is that you spoke of “longevity” and that is more attractive than not speaking of longevity.
Rebutting objections before they are brought forward is the best way to put your customer at ease.
Your catering is $350 for an hour. A potential customer says, “hey im thinking of throwing a party and need about 2hr worth of food. Tell them its $900. If they flinch, start to fact-find and if you deduce it is actually $700 for the 2hrs, a few things just happened. First thing, you got your normal price for you service and you are happy. Second thing, they feel like they are getting a deal of $200 dollars off and it makes them feel as if they made a savvy buy. A possible third would be: they were happy to pay the $900 for the 2hrs, yet after fact-finding they may have wanted extra bread which would be $50 extra, you say you can throw it in at no cost and boom, you got a good price for your service.
Setting that anchor to where you are comfy and setting it where it will benefit both parties involved will get you closer to your desired outcome.
Let’s get 1% better everyday