I, too, find it beneficial to try to narrow down a price range for a
customer and usually try to arrive at a ballpark $ figure about
halfway through the conversation. I find the best way to approach
this is to start with lower end materials/products and gradually
present more costly materials/options until the client begins to
squirm. Ratchet the options up one more notch to see if they bite,
then start hammering things out in their appropriate price range.
In days past, I used to always start with the BIG $ presentations.
Then gradually backing down in price, but still going hell-bent for
the BIG $ every time. Unfortunately, I found that many customers
would decide that they, 'couldn’t afford what they really wanted.'
The client would then decide to wait a while until they ‘saved up a
bit more money,’ so that they could get, 'exactly what they wanted.'
Of course these be-backs never did.
I came to realize that my customers hated to settle for second best.
If, however, we started talking at the low $ (instead of the BIG $
stuff), by the time we reached the top of their price range and
settled the deal, each client was always buying the “BEST!” (that
they could afford). And my close rate rose appreciably! I might
have been leaving a bit of $ “laying on the table” from time to
time, but with the much higher close ratio, my overall sales $
Just my humble opinion, and worth exactly what you paid for it…
Steve (who would much prefer to repair jewelry) Stempinski