Why Price Objections Occur in the Matterport Business

Understanding the root cause of objections is the first step. For 3D Matterport services, common reasons include:

• Lack of Understanding: Clients may see it simply as fancy photos, not a sophisticated, immersive, interactive experience that requires specialized hardware, software, scanning time, processing, and hosting.
• Perceived Commodity: Some clients might lump all virtual tours together or compare Matterport to cheaper, less interactive alternatives like simple 360 panoramas stitched together.
• Focus on Cost, Not Value: The client is focused only on the dollar amount they pay, not the return on investment (ROI) or benefit they receive (faster sales, increased engagement, reduced physical visits, competitive advantage).
• Budget Constraints: The client genuinely has a limited budget, and your price exceeds it.
• Trust Deficit: They aren’t fully convinced you are the right provider or that the tour will deliver the promised results.

Addressing these underlying issues is more effective than simply defending your price.

Prevention: Strategies to Minimize Objections Upfront

The best way to handle a price objection is to prevent it from happening in the first place. This involves refining your process before you even present pricing.

1. Qualify Your Leads: Ensure the client is a good fit and understands the potential value. Ask questions about their goals (selling speed, online engagement, reducing physical traffic) and their budget expectations early on.
2. Educate the Client: Clearly explain what a Matterport tour is and isn’t. Highlight the technology, the immersive experience, the data insights (like traffic and views), and its unique benefits compared to photos or basic video.
3. Define the Scope Clearly: Ambiguity leads to perceived risk. Detail exactly what’s included: scan area (square footage or number of rooms), number of highlight reels/tags, floor plans, hosting duration, delivery time, and any specific outputs required.
4. Shift to Value-Based Pricing: Instead of just charging per square foot, consider packaging services or tying price to the value delivered. For real estate, this might mean tiers based on property size or expected sale price. For commercial spaces, price might relate to the potential increase in customer engagement or time saved on physical tours.
5. Present Pricing Professionally & Transparently: Your pricing presentation matters. Avoid sending a cryptic number in an email. Use a clear, well-structured proposal or, even better, an interactive format.

Tools designed for pricing presentation, like PricingLink, can be incredibly effective here. They allow clients to see different packages, add-ons (like schematic floor plans or MatterPaks), and options clearly laid out, helping them understand what they are paying for and the value associated with different choices. This transparency builds trust and often prevents confusion that leads to objections. While PricingLink is laser-focused on the interactive pricing presentation itself, for full proposals needing e-signatures and contracts, you might look at tools like PandaDoc or Proposify.

Addressing Common Matterport Price Objections Directly

Even with the best prevention, you’ll still encounter objections. Here’s how to confidently respond to the most frequent ones:

Objection: “That’s too expensive.”

• Response Strategy: Reframe the cost as an investment with a return.
• Example Script: “I understand you’re looking at the investment. To put it in perspective, a high-quality Matterport tour can significantly reduce time on market [for real estate] or increase customer engagement and confidence online [for retail/hospitality]. If this tour helps you sell that property even a few days faster, or attracts just a few more high-value clients, the return on your investment of $[Your Price Here] is substantial. We’re not just selling scans; we’re selling increased visibility, faster transactions, and a modern client experience.”

Objection: “Competitor X is cheaper.”

• Response Strategy: Differentiate based on value, quality, and what’s not being compared (often service, expertise, or deliverables).
• Example Script: “Yes, pricing can vary widely in this market. It’s important to compare apples to apples. Could you tell me what their quote includes? Often, cheaper services might use different technology, offer lower resolution scans, include less comprehensive coverage, or have limitations on hosting duration or support. Our pricing reflects [mention your key differentiators - e.g., guaranteed 24hr turnaround, higher scan density for accuracy, included floor plan sketch, personalized service, extensive experience with your property type]. We stand behind the quality and the value our tours deliver.”

Objection: “Do I really need a Matterport tour?”

• Response Strategy: Reiterate the specific benefits relevant to their stated goals.
• Example Script: “Based on our conversation, you mentioned wanting to [client’s goal, e.g., ‘attract more out-of-state buyers’ or ‘allow customers to preview the space before visiting’]. A Matterport tour is uniquely effective for that because it allows anyone, anywhere, to walk through the property 24/7 as if they were there. It drastically reduces unqualified physical showings [real estate] or provides transparency and confidence that drives foot traffic [retail]. It’s about giving potential clients the information they need to make a decision faster and more confidently.”

Objection: “Can you do it hourly?”

• Response Strategy: Explain why project-based or value-based pricing benefits them.
• Example Script: “While we could, charging hourly for a Matterport scan isn’t typically the most cost-effective or predictable approach for you. Our process includes not just the on-site scanning time, but also careful planning, processing, quality control, and delivery. A fixed project price ensures you know the total investment upfront, regardless of unexpected site complexities, and guarantees we take the time needed to get the highest quality result, rather than rushing to fit an hour meter. Our goal is the successful outcome of the tour, not just billing time.”

In all cases, listen actively, empathize with their concern, and then confidently articulate the value you provide.

The LEIR Framework for Handling Objections

A simple framework can guide your responses:

• Listen: Let the client express their objection fully without interrupting. Understand their concern.
• Empathize: Acknowledge their point of view. Phrases like “I understand why you’d feel that way” or “That’s a valid concern” can build rapport.
• Isolate: Confirm that price is the only barrier. “Aside from the investment amount, is there anything else holding you back?” This prevents new objections from popping up later.
• Respond: Address the specific objection with value-based arguments, differentiation, and benefits relevant to their goals.

Practice this framework to become more comfortable and confident when objections arise.