Sell Value And Price Doesn’t Matter
The best way to get the price you want for a product is to convince people of the value of your product. Once people understand the benefits that they will gain or the problem that it will solve the price becomes insignificant.
1. You Must Be Unique – There are tons of people out there that are selling information products. Very few of them make any significant money. Part of the reason is that their products aren’t any different than the next guy who is selling the same thing. So brand yourself and set yourself apart from the competition.
2. Always Set High Standards - No matter what you do set high standards. This means for every aspect of your business. If you let one piece of your business fall below that standard you will lose customers. I recently had a subscription to a high end product that was costing me approximately $150 per month. I liked the product and it seemed to be working. I ended up canceling my subscription because the support was horrible. The forums had very little action and the help desk took as long as a week to answer one of my questions. Although there was value in the product, there was a lack of value in other areas.
3. Show Your Customers The Value Of Your Services: A lot of the income I make is from working with small businesses and providing them internet marketing services. Most of the time it is relatively easy to convince a a small business owner of the benefits of internet marketing and how it can impact their business positively. Many times those same business owners will ask for a discount on the price I quote. I decided that one of the easiest ways to keep my price firm was to show them just how much work is involved in what I do and the value of that work. So I created a mind map that shows things like creating websites, search engine optimization, building backlinks, direct marketing, email marketing, blogging, writing articles, submissions to article directories and industry directories, video marketing and the list goes on. I have found this to be a very strong strategy and it shows my clients the total value of the service I am providing to them.
4. Provide Them What No One Else Does: When I quote a prospective client I give them with complete outline of what I am going to provide them and the results they can expect. I include samples, services, time frames, and anything else that will help that prospect see how much they are getting for the money they will be paying me. To my knowledge, none of my existing competitors do this. This is just one more piece of value that I offer a client. This specific task helps them to understand the amount of work involved it also help build trust because they see a plan of action.
5. Never Compete On Price: Less than 20% of people make their decision to purchase a product or service on price alone. If you come across one of these people, simply walk away. The majority of your clients will appreciate the value you provide and are willing to pay for it as long as you can help them to see that value.
All of these tips translate to online or offline businesses. If you are to be a professional in your field then you must help your clients understand that you are providing them maximum value, you are minimizing costs, saving time, money, and much more. If a client doesn’t see and appreciate the scope and value of your products or services then send them to a competitor. This will throw them for a loop. In today’s economy they will think you are some kind of a nut. But, let’s be honest, you don’t need every prospect you come across and every prospect is not going to be a good customer. Work with those who have the money to spend and give them everything you’ve got and they will send you more work.
What do you think? Do you compete on price or value? Do you have any tips you can share that will help others? Feel free to comment below.
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Those are very correct points that you raised.
Some customers don’t really understand the cheapness or costliness of services. They need to understand why the price is that way with the help of the company itself.
.-= UPrinting´s last blog ..Interview with Supercool Creative =-.