Still struggling to sell your services? Clients telling you that your price is too high? Here’s everything you need to know to overcome price objections. Is $500 a lot of money? You can’t answer that outside the context of what you’re getting in return, can you? As a freelancer or business person trying to sell…
Do higher prices mean less business? Or can increasing your rates actually bring in more business? Last week, I explored the idea that raising prices can actually increase business. To many business owners, this is counter-intuitive. Most believe higher prices means less people will do business with them. But is that really the case? Some people…
I’m conducting some intensive training for the lead generators I manage and oversee, based on curriculum from appointment setting expert Scott Channell. I’ve broken the training into four distinct phases. Although this is specifically geared towards cold-calling, the steps in this process apply to any type of marketing you do. The first step in the…
A company I worked for had a particular manager that I had never met. Despite that, I felt like I did know him because, whenever his name came up in conversation, the typical reaction I heard was, “He’s a real a$$*#%! hole.” After about the fifth or so time of hearing those exact words, I…
In a SpongeBob SquarePants episode, Mr. Krabs sees a group of tourists outside his restaurant, the Krusty Krab. With dollar signs in his eyes, he hurries out to entice them inside. As they scurry past, he shouts: “Don’t you want to give me your money?” Needless to say, they continue on without giving him so…
I’ve been told by older reps how sweet it was to sell Yellow Page advertising “back in the day” (that being when phone companies had a monopoly on Yellow Pages). They tell me the typical sales pitch went something like this: I’m here to sell you Yellow Page advertising. Oh, you’re not interested? Well, you…
I’m conducting sales training all this week, and one of the things I emphasize early-on is selling on value, not price. Now that’s much easier to do because we’re not selling a product that we paid amount of money for, or that the customer can get from the store down the street. We sell advertising,…
Sales and marketing gurus are always talking about value — that in order to have a successful product or service, we must “create value” for the customer. But what exactly does that mean? While the theory is absolutely correct, the concept of value is subjective and nebulous. What is valuable to one person may be completely…