Question: You have mentioned that sometimes people freak out when it comes to cost. I find that sometimes that might be a tactic to try and get the same thing for a cheaper price. So how do you deal with it if it’s just a bargaining tactic?
Kerwin: Look, ultimately they can see the value and they’re going to go, ‘’Well you know, I just want to make sure I can get the best deal possible’’.
You say, ‘’Hang on, I’m a little bit confused. I said on the phone call that I’m value driven not price driven. But now you’re trying to drill me down on price. So, I’m actually losing money. I must be missing something. What is it?’’
‘’So look, I’m happy to ensure that you get value for money but I don’t negotiate on my rate. My rate is what it is.’’
I don’t discount but I promise to add value.
And depending on the person that may sound arrogant. But arrogance can be a tool that isn’t necessarily attached to your ego. Does this make sense?
You can use arrogance as a positioning tool and again sometimes I sound arrogant, I know I don’t know that but I’m sure there’s got to be times I sound arrogant. And I never intend to be arrogant but maybe it came across that way because I was trying to get an outcome.
There is a difference between confidence and arrogance but intent counts more than technique and if my intent is to get an outcome, you know I’m not driving just to feel validated.