Losing deals
When I first started out, I was competing with a much bigger agency than mine.
They had a big team, case studies and a huge online presence.
I pitched $2.5k/month. They pitched $4k/month.
I thought I had the advantage.
Cheaper means better right?
Wrong
I lost the deal.
Not because my offer was worse or I couldn’t do the work. But because of how they felt.
$2.5k for all that work seemed too good to be true. $4k sounded like a premium package.
The client trusted the higher price more than they trusted me even though we’d do the exact same work.
At the time, I didn’t understand it, but now I do.
Pricing is positioning.
People don’t buy what’s cheapest. They buy what they think is the best.
And in that moment, $4k seemed better.
Having confidence in your offer isn’t about what you say.
It’s what you charge.