Do Make This Mistake When Selling Your Product/Services?

Imagine this: You’re on a sales call with a prospect. 

You’ve been talking now for close to 40 minutes. 

You’ve asked all the right questions.

You’ve built some great rapport. The guy (or girl) on the other end is practically waiting for you to take his money  

But when you come to naming your price, this phrase bleeds from his mouth. 

“That's a lot of money.”

Then what do you do? 

Do you backtrack on your quote?

Do you blame them for wasting your time?

Do you angrily smash your computer up while spouting out Jerry Maguire quotes? 

First, help me help you with this advice.

Broke people are not actually 'broke'.

Everyone makes a living. Some make more, some make less, but they all make a living. 

And no matter what your customers will tell you, they can afford your service.

Perhaps they don’t WANT to afford your services, but they can IF they really want to. 

“Yeah, but what about recessions?”

Ever wonder why when all other businesses go bankrupt during an economic downturn, the alcohol industry always survives?

Because the need for it is always there. 

So the only thing that’s stopping them from putting cash in your hand is that they don’t think that what you’re selling to them is important enough to sacrifice their other wants.

Your Product > Food, Water, or Sex.

Everybody’s got problems. 

Some more than others.

And when they get big enough, they sooner or later become the most important thing in the person's life to solve

If you gave most people the choice of eating healthy every day for a week or paying their rent to keep a roof over their heads, well, what they choose is going to be pretty predictable guess.  

And it's the same principle for your product/service.

The 'Price Crisis'.  

Has it occurred to you that the majority of business owners always compete on cost?

Because they never see what value they’re giving beyond the price.

Think about it: If I were a chiropractor, and I had to sell you one of my back cracking sessions… 

I’m not just selling you the pain relief you get from your session, but I’m also selling you the bliss of not waking up in the morning with pain searing up your spine.

That’s worth wayyyy more than the 20-minute session I charge my customers for. 

But most chiropractors never think about it like that; most of them just try to sell their sessions as cheaply as possible to get butts in the seats of the waiting room, and that's not something you want to compete on.

What you should focus your ‘selling’ on instead.

So forget about selling on price.

Instead, start thinking about what you are actually bringing to the table in your market, beyond just price. 

If price is all you got, you’ve got some work to do.

But, if there are several things to point to that you provide just beyond the physical service, Put them on paper, write them down, and

show them to the world.

Use those features to make your product the most important thing in your ideal customer's life.

Because if you get that right, not only are you going to get much higher response rates…

…chances are you’re getting more customers than the guys selling on price. 

People can always afford your services IF you show them how badly they truly need it.

Take it easy,

Daniel

(P.S. If you need a little hand figuring out what features you need to sell your products and services on, get in touch with us here)