 Alright team it is your biggest fan the real Casadero and let's see let's just see if we can close this thing out in 10 minutes Now I will tell you this right this is a part of it This is the third part in a three-part video series that is sort of like an expansion to a nine I don't even know how many parts that other series was it doesn't matter But this is a response to a question and I thought a lot of people be able to use this because a lot of people are Internet like what should I charge for my product and service? How much should I charge? I don't know what to charge charging is so hard so hard to figure out the perfect price All this nonsense is crap, right? We have been programmed by television by TV by all these different places to focus on price in the last video We talked about how to it's the first video. We talked about how to get it to get a meeting So now you're in a room and you're talking to somebody in the last video we talked about Asking questions Because the questions are gonna uncover the information you need in order to determine a price and in this video We're gonna carry on with that and I'm gonna show I'm gonna show you how to not only Determine a price but also how to get the client to pay you That price Right, so you went in cold you got no price right because we don't think about price We think about value we're trading value for value, right? Their value is in the form of dollar bills Our value is in the form of solving a problem saving them time or making them more money. That is it That is it. We want to over complicate stuff, right? Oh, well, we're gonna build your website is gonna have four pages and we're gonna SEO optimize it And then we're gonna put pixels on it and we're gonna we're gonna do ads We're gonna do all this stuff. Nobody cares about that stuff man They just care about you're gonna save them time Are you gonna save them money? Are you gonna help them make more money? Right? What can you do for what can you do for me? Right? That's what people care about what can you do for me, right? Okay, so anyway So we're asking these questions, right? And we're getting these answers and and our goal is to gather enough information To determine whether or not the product or service that we have to offer because they don't even know what we're selling yet The product or service we have to offer They qualify for now There's gonna be a hurdle in there for a lot of us some there the person we're talking to they're gonna say they're gonna say well How much? How much do you charge? Right, they may ask you that as soon as you say how much do you charge? What do you do? How much do you charge you say? Hey look? All right, I understand that price is a concern is a concern for everybody. It's a concern for everybody But what I want to find out is whether or not I can even help you It can't can we can we agree that? that Price in the absence of that and we don't even we don't we don't want to even say it like that We can say can we agree that the right service? Well, man, this this this is a tough one right because we're trying to overcome this question I know how I know how I will respond, but I'm trying to figure out a way to explain this So you guys so you guys can internalize it and you can really understand it So they say hey, you know how much do you charge you say? All right? I understand you know everybody's concerned about price What and you and you should be number one? I'm not here to sell you anything I don't I don't have a particular. I don't have a particular thing to sell you I have a skill set, but what I want to do is I want to I want to find out if I can even help you at all Can we it can we agree that price is irrelevant until we until we know what we're dealing with and they're either gonna Say yes or no most of the time like 90% of the time they're gonna say yeah, right? They kind of they kind of make sense and and when they say no you say well, okay I under I understand that Because I don't have anything like put together out of the box right because every business is unique and every business sells their Products and services in a different kind of way. I really don't have a concrete answer for you I don't want to promise you something that I can't deliver and I don't want to I don't want to promise you something That's not gonna work So, you know, maybe maybe maybe we aren't right to work together now some people they'll go hold on hold on hold on hold on hold on Hold on right and I mean like at this point you're like getting up like you know, I don't want to waste your time I know you got a business to run. I think this place is fantastic and whatever you're doing is fantastic I just thought that maybe There's a possibility that you could use your website to get more customers But I you know, I understand if you don't want to have this conversation and then you get up to leave Right, that's called the takeaway and they're like hold on you know hold on hold on hold on well Well, um, well let well tell me some more right tell me and now you have control you have to take control Right, so now once you have control you say well, well, well, okay I just I just want to ask you a few questions, right in in and I really I really just want to I want to get out Of your hair because I want you to keep doing what you're doing because the food here is fantastic, right? But anyway, like why are we why are we sitting here today? Why do we even meet today? Right and so we talked about this in the last video So anyway, so we've gone through these steps, but that's how you overcome that hurdle, right? And if they really insist on price if they're like, well, you know man, you know This is just driving me nuts, right? And and I mean like you give them a range and I mean it doesn't have to be anything crazy But you just pick the amount of money that you would love to get and I mean like within reason You know like say let's say for instance, right? You would you would love if you could sell websites at $2,000 a month Or some credit or $2,000 $2,000 a month, whatever you say. Well, typically, right? My services they cost they cost between two and $10,000 a month. How does that sound and they may go? Well, you know, that's more than we expected to spend You say well, what did you expect to spend? Now now this is this is interesting, right? Because if they say that's more than we expected to spend That means they're already thinking about spending now you just have to determine whether it whether you can help them That's more than we expected to spend and you just be quiet. You just watch you just sit there That's more than we expected to spend And now you just sitting there watching them and and and and they know that you're waiting on them to tell them to Tell you more and they go That's that's more than that's more than we expected to spend but Right and then now you can go on to the next step, right? So so sometimes you just want to listen and just wait that dramatic pause Right and then you can say well, well, what did you expect to spend? Well, you know, we expected like $1,000 a month Right or $1,000 right just just one time you say well, what did you get that number for? And you're asking these questions, right? But but eventually once you've gathered all the information, right? You you know, you know what they expected to spend In you and you and you know what I? May have to make this I may I may have to make this four parts I call this a three-part series But it's so important that we ask the right questions and I and we were already seven minutes into this because I began to reiterate on these things But we got it we got it we got we get we gotta gather the right information So the information we want to gather right is we want them to we want them to put We want them to assign a value to our services on their own So if if they're asking what the price is we say between two or ten thousand dollars and they go Hey, you know like that's that's not what we expected to spend and you're just waiting and they go You know, we thought this was gonna be like a thousand bucks a month or something like that All right, and then you can say okay. All right now You know like, you know, okay, they're at a thousand bucks a month And there's a process we can go through in order to increase that number to what our ideal number is It doesn't always work. It works probably 80% of the time, right? And if you spend any time around sales people good good sales people like you know this, right? But most people have it most people spend time around terrible sales people I was fortunate enough to be in a position where I learned where I learned how to sell And so I know I know how to do this. This is an award salesman of the month January 2016 I was selling cars So So there's a process and selling is not about like tricking people into buying anything This is the last thing you want to do because those people are gonna become a pain in your ass So what we're gonna do is gonna expand this to four parts. I apologize I pop but if you guys really want to learn this stuff, it won't matter man It could be a hundred parts, right? Like if you're serious about getting to the next level you'll watch all of the parts, right? But also you can find this stuff over more Expanded editions where I like I get down deep into the nitty-gritty of all this stuff to really make people masters At at going out and finding clients and then if you're in the code. Oh man, bro Like right getting down into like the deep Mindset that you have to have in order to go out and build a business as a developer And I mean like and not just any business like a Big business like you can go out and you can get these clients and And they'll pay you month after month to help them grow their business. That's over at the code 365 startup lab but anyway code 365 startup lab comm but We're gonna close this one out and then in the next video We'll we'll close things out, right? I just I don't want to miss anything, right? I want you guys to get the most value possible, but I don't want these videos to be too long So in the next one in the fourth and final iteration We will cover Getting to getting the the ultimate value getting to the yes