It doesn’t matter how much you charge for your services as a magician, or the price point for the market you’re advertise within, you will always encounter objections to the price you quote. That’s a good thing.. If nobody ever questions your fee, you’re probably charging too little for your services.
How you overcome objections may determine your success as a commercial entertainer.
The secret to handling objections to a magicians price is this:
Silence and a Question.
I’m going to provide you with some lines used in sales to overcome the ‘price objection. These are powerful techniques and really work. Remember.. The key is to be professional and likeable.
YOU are the product, so don’t put the clients back up. An agent can play hardball far more than a performer talking directly to a client, so don’t push too hard, just find out WHY the client is hesitating. In sales they say that objections are ‘buying signals’, when an objection is given, it’s a cue to keep the discussion going. If a client walks away or hangs up, the dealing is over.. If they are raising objections.. It’s still in progress.
Handling an objection to a magicians price
Next time you tell someone your price and receive an objection, try the following:
1) As soon as the client finishes talking, don’t say anything for a few seconds three to five seconds.
It’s hard to do this, but just stay quiet for 2-5 seconds, count in your head if you have to,.
2) Ask why the price is an issue, you should be fine to ask around 1-2 questions before dealing with the objection, before you come across as evasive.
3) Summarize the price objection back to the client.
4) Bring attention back to your value and what makes you more than an average magician.
So for example:
Client: “You sound perfect for the event, but it’s more than I wanted to spend.”
Client: “The other magician that we liked was a lot cheaper. Is there any way you can come down a bit?”
Magician: “I understand. Actually, I’ve quoted for 2 events similar to this, where the organizer was not sure about the price at first. But what they found was… ”
Add one of the following:
The following replies to price objections are designed to show you understand the clients’ concerns, whilst resisting immediately dropping your price. They should prompt more discussion without causing your client to be put off booking you.
“Thanks for your honesty. How much were you thinking of spending?”
How the client answers this question will tell you instantly if they were thinking around the same figures, or way off. This reply brings the conversation back to them, so they’re put on the spot. A very powerful closing technique.
“If money was no object. Would I be the right entertainment for your event?”
A quick way to link back to the value you provide.
“It’s very hard to compare what I do to another magician.”
“Expensive” is a relative thing. Try to find out who or what the client is comparing your services to. Once you know… It should be easy to point out the ways in which your service in unique and adds far more value.
“Really? What makes you think I’m too expensive?”
This reply leads the client to explain their reasoning. If you understand exactly WHY they are surprised by your fee,you can more easily deal with their problem.
“I understand. The best magicians are often more expensive.”
Many people often question a price automatically. It’s what they always do… Using this reply the first time you hear “more than I wanted to pay” can help you separate the clients that really don’t have the budget from those who are simply after a deal.
“Is it a cash flow issue, or an event budget issue?”
Giving a client the option to spread the cost of your fee can be all that’s needed. If cash flow is the issue, explain that they only need to pay a small deposit, and can cover the balance in instalments up until the date of the event.
“Is price the only thing that’s preventing you from booking me?”
If the client has any other objections this question will get right to the point and find them out. You need to know 100% that it’s a magicians price objection and not another reason that is being skirted around.
“Okay. So which part don’t you want?”
Here you are telling the client that the price is fully linked to value. So if a client doesn’t want to pay the full fee, they will miss out on the full value. This is a powerful technique and you will often find that by discussing how the service can be trimmed, the client will come to realize that they really do want the full service.
“Setting price aside, am I the magician you would like to have entertaining your guests?”
If they say yes, you can follow up and explain your value.
“Is what you’re saying that my price is high in comparison to my competitors’?”
Follow up with: “To be honest… The fee xyz is quoting you is very cheap for a magician.. And the last thing you want at your event is a cheap magician..”
“Have you ever booked a close-up magician before?”
It could be the case that the client doesn’t understand what this type of service costs — perhaps because they’ve never purchased it before. With this question, you can clear up their misconception.
Sometimes the best response is no response. If you fall silent after an objection, your client will often begin to explain their thinking.
Try out some of these replies the next time a client gives a magicians price objection. Let me know how you get on in the comments section at the bottom of this page. If you have any other lines that work well for magicians price objections, let me know.
Wishing you the best with your magic