Explaining Cost to Your Customers

When you sell something people buy only once in a long while, they may not understand what to expect it to cost. You don’t want to shock them speechless when you reveal what you charge.

So prepare them:

- Educate them about the value of your offer. Explain how it can solve their problems, meet their needs, or fulfill their desires. Show them testimonials, case studies, or social proof from other satisfied customers.

- Anchor your price to a higher reference point. Compare your price to something more expensive, such as a competitor's offer, an alternative solution, or the cost of inaction. This will make your price seem more reasonable and attractive.

- Frame your price in terms of benefits, not features. Instead of listing what your offer includes, focus on how it can improve their situation, save them time or money, or make them happier. Use words like "invest", "value", or "return" instead of "cost", "price", or "fee".

- Offer different options or packages. Give them a choice between different levels of service, quality, or quantity. This will help them find the best fit for their budget and preferences, and also create a contrast effect that makes your main offer stand out.

- Build trust and rapport. Before you reveal your price, make sure you have established a connection with your prospect. Ask them questions, listen to their concerns, and empathize with their pain points. Show them that you care about them and that you are not just trying to sell them something.

Comments

Go Beyond the Numbers to Unveil the Stories Data Tells

Numbers, by themselves, are inert. They are mere digits, devoid of context or meaning. To truly understand the story they hold, we must go beyond the raw data and enter into the narrative it reveals. This requires a nuanced approach, one that goes beyond simply presenting the figures and instead seeks to illuminate the insights they offer. The first step in interpreting data is to identify the surprises it presents. What findings defy expectations? What appears counter-intuitive? These unexpected insights often hold the key to understanding the deeper implications of the data. For instance, if a study reveals a surprising correlation between two seemingly unrelated factors, it prompts us to question our assumptions and explore the underlying mechanisms at play. When comparing multiple datasets, it is crucial to highlight both similarities and disparities. By drawing attention to the points of convergence and divergence, we gain a richer understanding of the overall picture. For example...

The Quest for Impact in Consumer Decisions Goes Beyond Price

It’s a common misconception that price is the sole driver of purchasing decisions. While cost certainly plays a role, a more in-depth understanding of consumer psychology reveals a more nuanced reality. Google’s Head of Research, Justin De Graaf, sheds light on this complexity by identifying six distinct attitudes that online searchers exhibit: Help me: This attitude reflects a need for practical assistance and problem-solving. Reassure me: This attitude signifies a desire for confidence and validation in a purchase. Educate me: This attitude indicates a thirst for knowledge and understanding about a product or service. Surprise me: This attitude represents a yearning for novelty and unexpected experiences. Impress me: This attitude signifies a desire for status and recognition associated with a purchase. Thrill me: This attitude reflects a craving for excitement and emotional engagement. It’s the last three attitudes, Surprise me, Impress me, and Thrill me, that hold the key to unders...

Turning Delay into Productivity

We all know the feeling: that looming deadline, the unfinished task, the nagging voice in our head telling us to “just do it.” Procrastination, the act of delaying, is a universal human experience. While often considered a negative trait, procrastination can actually be harnessed as a powerful tool for productivity and self-care. Instead of viewing procrastination as a weakness, consider it a gift. It allows us to pause, reflect, and make conscious choices about how we spend our time and energy. The act of delaying can prevent us from overcommitting and taking on tasks we don’t truly want or have the capacity to handle. When faced with a request or an opportunity, take a moment to consider. Say you need to check your schedule and give yourself a day or two to think it over before committing. This delay can help you avoid saying yes to things you might later regret. The irony of procrastination is that it can actually lead to increased productivity. When faced with a large, daunting tas...

James Doan - Just Minding My Own Business

Search This Blog

Ad Exchange