My Competitor Has Confused Me. How Is He Making Money?

@ RyansJacket

I had someone brilliant explain that whole kind of system to me in a couple of sentences, and since then I never forgot and I never needed a whole lot of training to up sell someone.

First of all , if you are selling well, its not a big "Jump" its a gradual natural conclusion and the customer is just as involved in jacking the price as you are based on their educated desires.
But thats not the point. This guy said:

"If you ask a guy to walk 10 miles with you he will say No, but if you ask him to walk one he may, then if you ask him to walk another and another at each interval....he may go 3-4 or even the whole ten miles with you....but if you had asked for ten upfront you may not even have gotten him to go ONE"

That never left me and serves me to this day...

Follow the bold:

Hey Bob Im almost finished here you got a logo?

Great love it, and just a couple more questions and I will let you off the phone... Are you folks still located at?

Great...and is this the company colors, awesome... Almost done Bob is this the best number for our internet customers to reach you?

Awesome well thats about all I need ...Oh one more thing, Bob we ARE offering a PREMIUM listing as well, it comes with everything you already have Plus.... That sounds like a fair deal doesnt it?

Great Well, before I submit this to processing-----

Lastly Bob ___________

Now as far as billing_______________


You get the picture. Each bolded statement is me asking him for one more mile or assuming it.

Its more of a leading than a JUMPING, getting a prospect from A to B to C....

Hey Bob, thanks for taking your $97 webpage (One Mile), bTW we are also offering a full ten page site at fifty percent off of our ALREADY discounted price. If you act this week not only can you get a web page for $97 but you also qualify for our ten page full blown website special.... at an even further thirty percent discount knocking your per page cost down to $68 instead of 97, plus it gives you all these benefits....

Like I said, you arent obligated to do this in order to qualify for your $97 web page...but if you get in this week I can save you about a thousand dollars on starting your full blown version and you wont end up having to pay full price later...fair enough? (Two Miles)

Great Would that help you Bob?

Great now let me ask before we close up " You DO have a google places listing right?"
(3 miles)

Upsell.




At ryansjacket.... I recently was looking at a New American Standard Stratocaster... It cost about $900 less than the one I actually ended up buying..... a few key features I liked helped me make the jump.

Its worthless to have something worthless even if its a good deal price wise, but people will still buy it anyway.... When you have them there where they are in buying mode....show them some stuff they DO value...its easier to move them up the scale when they are already in buying mode (thus cheap loss leader)... and its harder for them to make sense of buying the cheaper thing when they see that eventually they are going to want all these other things too down the road and it will cost more....

I found that I could buy the guitar with all the features I wanted cheaper than I could buy a cheaper guitar and mod it out over time. That would have cost twice as much. It didnt make sense to buy the cheaper one when later I knew I would want the other features.

Selling is just getting the desire going, then making sense to people. Buying the expensive guitar wasnt a jump, it was a natural conclusion to the thought process by the time I thought it all out. Just get some desire going, then help your customers think it all out by planting seeds.

Ps. You can spend a week trying to fabricate a corn stalk with all your might, and you cant do it.... (consider the corn stalk to be "real desire").... but you can plant a corn "seed" and it will naturally grow on its own into a perfect natural cornstalk without any effort on your part really beyond the planting, as long as you plant in good ground.

Yeah Im talking a little star wars ish - but this post will be read by 2000 people over the years and it will turn the light on for that person who is the right ground for it.

If you feel your light bulb turned on , then good its you! lol Most will not even read the whole post. But its planted for that ONE who relates. This post will change someones life and get them making sales Im sure of it.

Seed planted.

I'm not here to get in an argument or be insulted. But it does seem like it is you, my fellow warrior, who cannot take other peoples opinions. Maybe both of us.

However, that is not the best trait for one of the most opinionated people on the forum to have, wouldn't you say?

As I look over all the threads you have been involved with I see 3 things;

1. Some helpful, meaningful advice.
2. A lot of talking down to people
3. A heck load a lot of arguments between you and others.

I'll also say that your definition of "Custom" is definitely different to mine.

I would say that this is customized: Just Fence It - The Domestic Fencing Specialists
And that this is custom: hrroofing.com.au

But hey, that is just my opinion and you can take that can't you? Without talking down to me like your some sort of god?

Not even going to be replying to anything else you say in this thread.

@ Craig McPherson: Thanks man But how did you know where I am from?

Great advice there. The thing is, I'm a sales person who's learnt webdesign so I always go in knowing what I offer and ideally what I want to sell. I use what I call the & P's:

Prior Planning and Preparation Prevents P*ss Poor Perfomance!

I tend to do a bit of ground work and research before I go in, like what their web presence consists of and more importantly who their typical customer is. Knowing their typical customer demographic allows me to tailor their web presence to their customers and and their buying behaviours. Notice I said "web presence" as opposed to website.

I always make it clear to my clients that having a good web presence doesn't just stop with having a website and I add value to my clients by making sure that they have a coherent and consistent internet marketing strategy right across the board.

Maybe if the OP is concerned about the value he gives to his customers, maybe he could look at adding other elements such as social media management to the package he offers? Or anything else that sets him apart from the local competition.