Are Your Hang-Ups About Money Sabotaging Your Sales?
I’ve got a BIG lesson for you here on how to make more money in your business.
http://shamelessfreegift.com but you may have missed it.
Anyway, I’ll get to it in a minute. But first, here are some important facts.
I read a lot of studies on why people buy. This is what I do.
I find out the reasons people buy and what criteria they use in order to make a purchase.
What’s interesting about these studies are the similarities.
They basically say the same thing. And here’s an important fact these studies reveal:
Fewer than 10% of people use price as one of their top three factors that determine their buying decisions. So why do most business people get hung up on price? Why do they pander to the 10% who shop on price? Why do they “go all funny” when mentioning price?
Well here’s the BIG lesson I promised you at the start; and how you can make a lot more money in your business.
The lesson?
Don’t impose your values on your customers!
What you think about the price is irrelevant!
So don’t go sabotaging sales because you think it’s too expensive. Look, people will pay for what they want! I’ve seen $20,000 dog kennels, $30,000 dog collars, $250,000 cars for sale.
Now you may say that’s ridiculous.
You wouldn’t pay such prices.
But that’s my point! You can’t let your values on money get in the way of a sale.
Put it this way: I’ve been in clothing stores and I’ve had the sales person talk me out of an expensive sports jacket because they had some out the back on sale.
I’ve seen speakers get up and speak for 60 captivating minutes, the audience eating it all up and wanting more. Then they get to the close and their whole body language changes. Some may even get a bit of a quiver in their voice when they mention the price.
I remember going to my corner store run by a fair dinkum kinda Aussie named Steve. And I bought a lot of stuff. When Steve added it up his face dropped. “Gee, that’s $81,” he said apologetically, he face drooping down into a frown.
He was apologising for it being $81!
He should have been celebrating!
But no. He was imposing his money values on me! And that’s a BIG mistake to make in business.
Can you see this?
Can you see how you may be inadvertently sabotaging your business profits by imposing your money values on your customers? Good! Because that was my objective here.
But it’s no good knowing you’re doing it, if you don’t know how to fix it right? So how do you get around the price issue? Well it’s all in the way you present the price to your customers. I’ve got about 10 proven ways to do this.
I’ll leave you with 3 BIG ones.
1: Reassuringly Expensive: If targeting the affluent consumer, this is a great way to present price. This targets the snob appeal, appeals to their egos, and gives them the feeling they are getting the best.
2: Demonstrate Return on Investment (ROI): When selling to business people and entrepreneurs, it’s a good idea to demonstrate ROI. This is their language that they immediately understand. Make the expense of your product seem irrelevant by demonstrating how much your prospect will save or make by buying your product.
3: Supply & Demand: If I had just 10 rare books to sell and there were 300 people in the room, it would be an easy sale.
It’s the old supply and demand scenario that I keep talking about; because it is so powerful. Always, always think in terms of more demand, less supply. Find a believable justifiable reason why to use this in your selling process.
P.S. If you want to fast-track the implementation of your sales and marketing and get more sales enquiries within the next 42 Days call now 1300 887 865 (int +61 7 5630 1155) or email: customers@crocodilemarketing.com) and ask about the Crocodile Implementation Club.
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