[Ikhlas Awlaqi]

I'm working as a coordinator at a medical center for Hair Transplant in Istanbul. As you may know that the competition here is very high in the field of hair transplant and new commercial centers are entering the market with very low prices. Some customers when they find about our price offer they hesitate and don't come back. How can i persuade them and what are some useful techniques to grab their interest and close a deal.

Thank you.

[simon leach]

When selling a high ticket service, you must think differently than a transactional offer. Before I get to the real long term solution, I have to ask are you offering financing. If not that is something tactically you can put in place that should have an immediate impact.

More than anything you need to create your brand that clearly separates you as an elite provider, so price is not really part of the equation. Look at Hotels, there are many places I can choose to stay for hundreds less but I LOVE the Four Seasons because of the experience I get.

1) You have to look & feel like an elite service - you are the choice of those with the highest standards, where price is not the issue. people want to be part of something special.
2) You must understand what are your clients deepest fears and needs and show that you address them. Ofcourse the best doctors, latest technology, absolute discretion.
3) TELL STORIES. People buy on emotion and stories deliver emotion. Dont make it a clinical conversation. Testimonial stories (before & afters) are a must and if you can show your elite clientele even better. If people want to remain anonymous you can do that and still do testimonials.
4) 3rd Party validation. Make sure you are listed in as many "Best of..." lists and awards. Get profiled in high end publications, etc.
5) Create scarcity. If people think there is only 1 appt left for the month, they will act. Lots of ways to be creative.

This all boils down to build you brand to change the conversation, so you are not selling them they are anxious to get to buy from you.

Tactically, it takes a while for people to make big healthcare decisions so you should stay in contact (probably through email) providing them great specific & digestable information. Short stories, tips, lists, how to's, recommendations, updates. This alone will probably increase your sales by 30% or more.

Good Luck! and let us know how it goes.

[Steve L]

Originally Posted by Ikhlas Awlaqi

I'm working as a coordinator at a medical center for Hair Transplant in Istanbul. As you may know that the competition here is very high in the field of hair transplant and new commercial centers are entering the market with very low prices. Some customers when they find about our price offer they hesitate and don't come back. How can i persuade them and what are some useful techniques to grab their interest and close a deal.

Thank you.

You have to differentiate yourself by making your service more efficient somehow or more fun. Don't compete on price.

[Rory Singh]

You don't want to shock your customers with a high ticket product on the front.

Most will leave your business / offer no matter how good your (value) is.

Online we have what's called a 'low' ticket 'front end' offer.

This is to avoid scaring off potential customers with what we call 'sticker price shock'.

In order to sell successfully we need to understand the human mind and how it makes decisions.

Most people will take the low ticket offer and X amount will upgrade to what you really want them to buy.

This not only works online but works in brick and mortars all the time.

Now your job will be in coming up with a creative way to offer a low cost front end product to 'introduce' to your customers.

That's the hard part.

[JohnMcCabe]

When I decided to get Lasik done to improve my eyesight, there were a lot of centers competing on price.

One smart cookie asked a simple question.

"Who would you rather have working on your eyes, someone who has done thousands of successful procedures, keeps up with the latest advances, and uses state of the art equipment? Or the one with the best coupon?"

Three guesses who did the procedure, and the first two don't count.

[spartan14]

You must come with something better than your competition .If you dont come with nothing its normal that people will go where its cheaper