Let’s talk about a big challenge that Facebook marketing agencies are struggling with. That is the challenge of knowing what you’re worth — and getting paid what you’re worth — without a bunch of push back from potential clients. And here’s the secret. Right up front. It’s actually a pretty simple concept when you think about it: People are always willing to pay for what they want when they see the value in it. So, keeping this in mind, let’s talk about how to deal with the most common struggle I hear from people in Facebook marketing. The price objection. That moment when you know you’ve had a great conversation with a prospect, and he seems excited about what you’re saying. But when it comes time to talk money, you see the wall go up behind his eyes, his posture stiffens slightly and his whole attitude changes — becomes politely (or not so politely) resistant. Then comes that dreaded phrase, “You know, I really like you and I think this is great, but I just really can’t afford it right now.” Well, what the… You’ve just spent three days, maybe three months, chasing down that prospect and he just looks you in the eye and says, “I can’t afford it”? Now, if you’ve been paying attention here … you know what he’s really saying, don’t you? What he’s really saying, is “It’s just not worth it and I don’t really believe that it’s going to work.” Let me show you an example. I had a recent conversation with my cool sidekick Reena, and asked her what she’d say if told her I would sell her a Ferrari, right now, for $20K. Then I added, “Let’s pretend you had only 100 dollars in your checking and savings accounts combined, but I’ll sell you my Ferrari for $20K. What would you do to get your hands on that Ferrari?” “I would grab your phone and Venmo myself,” she said. (Venmo is a digital wallet that lets you pay and request money from your friends, so essentially, she’d steal my money then turn around and pay for the car with it). “Or, I would create a GoFundMe account.” “A GoFundMe account, that’s a really good idea. Not so much the Venmo,” I said. Then she added, “I would get my boyfriend to sell his sperm!” See, now that’s creative thinking! “Is there anything you wouldn’t do?” I asked. “Not if it would get me $20K for a Ferrari!” So, here’s the thing. In this example, even though Reena had only $100 to her name, she understood that the value of that Ferrari far superseded its $20K price tag. She knew that she could resell it and make a couple of hundred grand. Or she could keep it and have a bad-ass car for only $20K. My point is, she was willing to go to any length to get the money — sell her boyfriend’s sperm, steal my phone and Venmo money to herself — just to get that car because the value was clear. She also had confidence in the product. Ferrari has been around forever, everyone knows what a Ferrari is and what it’s worth, and she trusted that this was obviously a good deal. Now, let’s swing back to prospect price objections. When your potential client turns down your pricing, what he or she is really saying to you is, “Hey, I’m not gonna buy your services because I’m not convinced you’re a Ferrari.” When you’re approaching a client, you need to clearly understand, be realistic, and be confident in the value you deliver. So here's my discussion thoughts for everyone: let's talk about the moments in business where your client wouldn't fork out the money for your product/service because of the lack of belief in what you were offering them? How did you overcome these objections? Share your tactics.