How much more could you earn if your ... didn't objectto your prices? You'd close more sales and be ... most service ... and small business ... are you strugg
How much more could you earn if your prospects didn't object
to your
prices? You'd close more sales and be more
successful.
Like most
service professionals and small business owners
chances are you struggle with
objections to pricing on a
daily basis. You lose business because prospects
get stuck
on price. Your pricing will never satisfy everyone but
the
following ideas will help you eliminate pricing objections
from the
majority of your buyers.
MARKET TO PROSPECTS EMOTIONS
One of the
biggest marketing mistakes you can make is to
start by marketing to a
prospect's head instead of their
heart. If your marketing materials and
presentations lead
with a presentation of the product or service
features
andor your own credentials, this is the wrong information
to
present up front to prospects and can hinder the sale of
your products and
services.
The majority of purchases are ultimately based on
emotion.
Vehicle purchases are a great example. Sales of 4 wheel
drive
SUV's has soared despite the fact 90% of the buyers
never go off road or need
the 4 wheel drive functionality.
Porsche sales have grown steadily, despite
the fact that
most often their owners use them around town and in
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rarely if ever driving at the over a hundred miles an
hour
they are easily capable of going.
Your prospects buy your
products and services for their own
reasons, not yours. Get their attention
by focusing your
marketing on their concerns. Use questions to bring
their
emotional reasons for making a purchase into the
conversation. When
you present the benefits of your products
or services, do so in the context
of your prospects'
emotional interests.
- Are you marketing to your
prospects hearts or their minds?
UNDERSTAND THE EMOTIONAL REASONS PEOPLE
BUY
Some people buy cars based on their perception of
safety [url=http://www.cheapmlbnationalsjerseys.com/yan-gomes-jersey/]Yan Gomes
Jersey[/url] ,
others based on the potential for speed and others
make
their selection based on how little gas the vehicle
consumes. If you
want to be more successful in marketing you
need to know the emotional
reasons people buy your products
and services.
Reasons prospects buy
include fear, gain,
comfort [url=http://www.cheapmlbnationalsjerseys.com/brian-dozier-jersey/]Brian
Dozier Jersey[/url] , security,
pride and personal satisfaction. When it
comes to making a
decision these are the motivators that determine
whether
your prospects buy your products and services.
If you sell
investment advice, fear of
loss [url=http://www.cheapmlbnationalsjerseys.com/trea-turner-jersey/]Trea
Turner Jersey[/url] , desire for gain
and security may all be motivators. If
you sell wide screen
TVs or audiophile stereo equipment, personal
satisfaction
and pride may be the motivators. If you sell graphic
design,
your client's desired image is a motivator.
Marketing is about
helping prospects make decisions. If you
understand the emotional reasons
your prospects use to
justify a purchase than you can pitch to their emotions
in
your
advertisements [url=http://www.cheapmlbnationalsjerseys.com//anthony-rendon-jersey/]Anthony
Rendon Jersey[/url] , on your web site, in your brochure and
in your
presentations and conversations.
- What are the emotional reasons your
prospects buy?
HELP PROSPECTS DEFINE VALUE
To help prospects
understand the value of your services,
don't tell them; ask them. Most people
learn by putting new
ideas into their own words. Use questions to get
prospects
to identify the ways they'll benefit from your products.
Ask
them what they
want [url=http://www.cheapmlbnationalsjerseys.com/]Wholesale Washington
Nationals Jerseys[/url] , what they are looking for, and how they
expect to
benefit. Get your prospects to define their
aspirations and objectives for
their purchase.
These questions actively engage your prospects.
By
describing the benefits they are looking for they begin to
imagine how
much better off they'd be with your products and
services.
- What
questions can you ask to get prospects to describe
the value of your products
and services?
PUT PRICE INTO CONTEXT
There is a reason a car salesman
has you look at a car in
detail and take if for a test ride so you can
experience all
the features before they'll discuss price.
Hedge funds
are investment vehicles that can provide unique
benefits such as being able
to achieve steady growth in both
up and down markets or unusually high
returns. Some
investors believe these benefits are worth paying hedge
fund
managers ten times the normal management fees.
A price of ten
dollars or ten thousand can scare your prospects
away if you give it to them
too soon. After prospects' have
defined the value of the service or product
they're interested in
and can see themselves usingit, then and you present
your pricing [url=http://www.cheapmlbnationalsjerseys.com/]Cheap Washington
Nationals Jerseys[/url] ,
they are much more likely to buy.
- Are you
presenting your pricing information too soon?
Increase your sales by
pitching to your prospects' reasons
for buying. Use your questions to help
prospects define the
benefits of your products and services in their own
words.
They will have far fewer objections to price and you'll make
more
money.
-
2004 ? In Mind Communications, LLC. All rights reserved.
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