question Potential buyer is claiming that can't afford

[kite26]

Let's focus to a specific scenario:

You are doing outbound marketing. We have this dialog:
Seller: Hi, i am selling whatever.com domain name. Do you want to buy it?
Buyer: Yes, i am interested for this domain name. How much?
Seller: $3000
Buyer: Sorry, i can't afford it.

........................................................................................................................................................................

Until now, we know:
1) At least the buyer has some interested for the domain.
2) For some reason, he doesn't want to pay the asked amount of money.
3) As doing outbound, you are still in weak position. You don't have an agreement in your hands nor a real bid of course.

We don't know:
1) Which is/are the reason/reasons he doesn't want to pay now.
2) Which is the sweet spot for both sides.
............................................................................................................................................................................

How you will act next?
-Will you ask him what is his budget?
-Will you just throw a fast ''discount''?
-Will you give him more time?
-Will you continue the conversation trying to convince him for the domain's value?

What's your opinion?

 

[IMEZI]

go deeper and investigate is it true the buyer cant afford it
if your domain were closely related to goods/services you might try to offer it to your buyer competitor perhaps you could fishout more party to be involved into the fry

 

[garptrader]

If your potential buyer is an individual, then $3000 may be out of their reach for a diomain. If they are a mom and pop business, offering a payment plan could help facilitate a transaction. However, most businesses can easily handle a low $xXxX cost. I have seen a division of a company spending six figures monthly on IT costs and six figures monthly on legal costs and five figures monthly on PPC advertising. Yet they were hand registering crap domains. It is not a matter of they cannot afford it. They just do not view domains as something of much value.

If you go to a n outlet mall looking for a t-shirt for your workouts how much do you expect to pay? Some might go for the $12 options while others may spend up to $35-$40 for a brand name design. Some soccer jerseys might retail over $100. How many people would pay four figures for a t-shirt? A lot of people view domains in the same light. They think paying more than $50 is insane.

 

[Eric Lyon]

If you go to a n outlet mall looking for a t-shirt for your workouts how much do you expect to pay? Some might go for the $12 options while others may spend up to $35-$40 for a brand name design. Some soccer jerseys might retail over $100. How many people would pay four figures for a t-shirt? A lot of people view domains in the same light. They think paying more than $50 is insane.

This is a good way to lay out the consumer market and the math plays the same in a b2b market on the larger scale. As, the end-user will be selling those $12 to $100 shirts.

Just to add a little:
Each sale adding to the total years revenue before taxes and overhead.

The hobbyist probably won't have the capital and drive to push through with a large campaign and in a lower budgeted buyers bracket than a company with all the resources, capital, and team that can drive a message on an asset easy.

The perfect end-user will make way more return on the asset with a larger budget to push it in front of the optimal audience to convert.

This is another reason why the sliding scale price ranges based on ones income is ideal for this industry.

Just like Taxes are higher for those in bigger tax brackets. Also like clinics, law firms, and other businesses charging based on ones income.

It's a viable solution to an economy that is unbalanced and can shoot from a $0.25 cent soda in one place to a $5.00 soda 50 miles away, in an area with higher income levels.

At the end of the day, if someone doesn't have the capital to get the big picture/conventional advertising brand exposure for the largest return, then one must consider selling for less at a fair market value that both the buyer and seller can feel like they made a good deal on and doesn't cut into their marketing budget in a way that effects the assets rate of return on investment.

 

[winst]

Don't over analyze the situation. Many smaller business owners simply don't have the budget to pay more than a few hundreds for a domain name. They don't even spend $1000 on marketing or advertising.

Sometimes even a multi-national company don't want to pay more than a few thousands for a better domain name. You can't change people's perception about domain names. You either lower your price for a sale, or move on to find someone else.

 

[NameBuyer.com]

Added Note: Maybe add to the Middle rebuttable I posted with an option to Buy now in the middle or lease for the full amount like @Rob Monster suggested .

Humans do like having options/choices. Either way, it's a solution to their budget and business building problem.

This is the way to go. Lease it and sell for the full value of the domain. Below is one of my past posts on this:

• Lease from Day 1 - Over the course of 3-4 years, I've built up around 30 leases. From that, I receive over $1,500 in consistent monthly income. Leasing right from your landing page eliminates people who negotiate based on their current financial situation and instead they focus on the value of the domain name, which is the correct way to negotiate anything.

https://www.namepros.com/threads/wh...r-selling-domains.1129585/page-2#post-7194467

Not only does it obliterate the very real barrier (or negotiation tactic) of not having enough money, 90% of these sales pay full price, and I'd say 90% of them have continued to completion.

All of my leases are with Epik.com and it's simple to setup with many configuration options. On my lander, I just have a button that allows the customer to send me a $50 setup via paypal. I then transfer the domain to Epik and setup the lease. In the last 30 days I've had $5,650 in lease sales, resulting in new payment plans totaling $105 per month.

 

[kite26]

While negotiating over the years I realized that there is another factor above the numbers. It's about the communication between you and the other side. I always keep the channels open with my previous customers. They could buy again. You never know during this process. The quality of this communication, is the most crucial factor in my opinion. If you are a really trustworthy seller, the buyer possibly increase his budget.

Break the ice, just being human, not a selling not.

 

[Shackleton]

It either means they really don't have the money or they don't see the value proposition. Figure out which one it is and act appropriately.