Article Link: http://exchangepress.com/article/talking-with-prospective-parents-handling-the-price-objection/5008057/
Suddenly, you're speechless. In the midst of carrying on a good telephone inquiry conversation or center visit, your prospective parent says, "It sounds wonderful, but it's so expensive." What do you say to confidently and constructively address that objection?Keep these five tips in mind, and you will be able to give an empathetic, reassuring response.
1. Believe you ARE worth it.
Whatever your tuition level is, you must believe that the service you provide is worth the price or you will never be able to confidently and genuinely convince your prospective parents that it is. Put down on paper all the reasons why your child care is not only worth the price but a real bargain for your customers.
Remember, what you believe, you can achieve. A director in Seattle recently told me she charges 30% more for infant care than any of her competitors and her program is full. When I asked her how she could do that, she simply said with confidence, "Because we're worth it!"
2. Realize why parents bring up the price issue.
Many price objections are the result of misinformation or the lack of information about child care services in general, yours in particular. ...