Have Trouble Selling? Start Adding Value.
By Jason Drohn • May 14th, 2008 • Category: business
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How many times have you tried to sell a client on something, only to be turned down based on price?
The other day, I had a meeting with a client who wanted some web design done. Frankly, we turn down a lot of the web work we are approached with, simply because it takes to much time to support. There are far too many people who don’t understand how to use a mouse, let alone know what a WYSIWYG editor can do.
This job was different, though. I have a couple new employees that could learn our system by designing this project, so I wanted it for them. Armed with my estimate, I started walking the client through what all they would receive… But the sale was far from over. They started attacking the price.
All of a sudden, I was hit with a barrage of, “XYZ Company will do it for half that and ABC Company is throwing in two hours of search engine optimization.” Really? Nice for them. But as you see in my estimate - total search engine optimization is included.
This, all of a sudden, shifted the focus on what value I added in my offer. Now, I can start talking to them about the benefits of SEO, what the steps in the process are, etc. I can also sell them on maintenance packages, upgrades, and PPC campaign management.
What this value adder did for me was swing the door wide open so that I could cart my shopping basket full of goodies in and peddle them at my leisure. No more price comparisons. No more bargain shopping. Just pure, selling goodness.
PS. Don’t ever reduce your price. If you think you are in a bind, throw something in that will add value!
Jason Drohn is a blogger, business owner and consultant concerned with helping others build their businesses. So far, he has founded Tech Solution, Axiium, JDsBlog, and a host of other properties both on and off the web.
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Jason,
I couldn’t agree with you more. While I think that it is vital that we set competitive prices, I am a firm believer that people will pay for quality. Most people don’t mind spending a few extra bucks for a certain feature or even more money to do business with someone with whom they’re comfortable. I would be willing to bet that the greatest value you added to your package was your own knowledgeability and trust worthiness. Those are proven sellers.
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Oops…….. entered wrong domain for my conact info. lol
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