You should charge what you want to earn.
Give people a good price, but importantly also lots of value.
You can manipulate the value of the product, but not the price if YOU want to earn money.
Offer people more indirect but tangible benefits to your packages.
Show them the value of what they are getting by assigning a figure to their net savings:
Three years web hosting, $450 dollar value.
One free online marketing assessment worth $500
Sell at $x,xxx of value for just
$xxxx amount.
These things combine into a much more appealing package when people can see the savings they get.
These bonuses or 'free upsells' are easy for the company to bare, often arriving at nil cost. Makes it very easy to close deals like this on the phone, because it's 'you get this and this and this and this and this..'
When people are on the edge of buying this is when you use this to bowl them over.
When your pricing is like this it becomes a win/win for the relationship.
You get more money.
They get more and better services from you.
I don't believe in discounts.
Get them to buy the value instead of the price. If it's price that's the issue, sell back to the value.
Value beats price, at least for the kind of prospects you want to deal with.
Added value defeats the price objection.
When I sold newspapers I would pitch a whole page ad to every prospect.
Everyone I was seeing I knew could buy it if they wanted to.
I didn't give a ****.
I would pitch a whole page to a small 2 person business, corporate, it was my benchmark for selling; it set the precedent of the price being in multiple thousands.
Now we are negotiating around a one or two thousand dollar package instead of a three or five hundred.
Offer smaller packages instead of going to discounts.
Then see where the concern is.
Some assholes just like or need to negotiate with you, otherwise they won't buy.
'If we can give you a better price, will you take it today?'
Close them then, right before you stab yourself in the leg with your recently sharpened pencil.
I never talk about discounts before I get their commitment to buy today.
Make it worth your time dealing with a less valuable sale.
If they are a serious prospect you will turn their objection into a reason to buy today.
Give people a good price, but importantly also lots of value.
You can manipulate the value of the product, but not the price if YOU want to earn money.
Offer people more indirect but tangible benefits to your packages.
Show them the value of what they are getting by assigning a figure to their net savings:
Three years web hosting, $450 dollar value.
One free online marketing assessment worth $500
Sell at $x,xxx of value for just
$xxxx amount.
These things combine into a much more appealing package when people can see the savings they get.
These bonuses or 'free upsells' are easy for the company to bare, often arriving at nil cost. Makes it very easy to close deals like this on the phone, because it's 'you get this and this and this and this and this..'
When people are on the edge of buying this is when you use this to bowl them over.
When your pricing is like this it becomes a win/win for the relationship.
You get more money.
They get more and better services from you.
I don't believe in discounts.
Get them to buy the value instead of the price. If it's price that's the issue, sell back to the value.
Value beats price, at least for the kind of prospects you want to deal with.
Added value defeats the price objection.
When I sold newspapers I would pitch a whole page ad to every prospect.
Everyone I was seeing I knew could buy it if they wanted to.
I didn't give a ****.
I would pitch a whole page to a small 2 person business, corporate, it was my benchmark for selling; it set the precedent of the price being in multiple thousands.
Now we are negotiating around a one or two thousand dollar package instead of a three or five hundred.
Offer smaller packages instead of going to discounts.
Then see where the concern is.
Some assholes just like or need to negotiate with you, otherwise they won't buy.
'If we can give you a better price, will you take it today?'
Close them then, right before you stab yourself in the leg with your recently sharpened pencil.
I never talk about discounts before I get their commitment to buy today.
Make it worth your time dealing with a less valuable sale.
If they are a serious prospect you will turn their objection into a reason to buy today.
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wellcool -
Thanks
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