Have you ever heard this from a potential client: “Okay. Well, thanks for the information. I want to shop around and will get back to you if this is really what I want.” Unless you’ve only been in business a day or two, you have.
In most cases what are they really saying to you? They’re saying, “I want to know if I can get it cheaper somewhere else.” It’s usually a money issue when you hear those words. Occasionally, the client will not really be certain that the product meets their needs and be looking for other colors, options, or services along similar lines to what you have offered.
Having clients with a desire to shop for a bargain is a given in any business. Knowing how to get them to stop shopping and make the decision to own is a skill. You must understand that it’s pretty normal that we all want the newest, best, shiniest, fastest, and brightest when it comes to making product purchases. But, no one wants to pay too much for it. Before you can use the words to address this situation that I’ll give you in just a moment, you have to know what you’re up against.