(Add to Favorites | View All Articles | Resource Directory)
|
|
|
Shocking Experienced Copywriter Reveals Little-known Secrets To Closing BIG Ticket Deals!
Hogwash! That's what I say to people who tell me that their business is purely and solely a "cheapest price business." People who stubbornly insist that "MY business is different" are right, but not in a good way. Their business is different because it will never make big money. People who are unwilling to open their eyes to BIG ideas are solidly parked right in their own way... their own BIG obstacle to success. Big money is made by translating great ideas from outside your industry -- whatever it is -- into your industry. What gives you your competitive edge is a unique selling proposition (USP). That's the key... not your low, low price. (Although in some instances your price may be part of your USP.) Recently, I was consulting with a client and I was explaining my opposition to selling by cheapest price. She insisted that hers was an intangible, not a product; that my examples didn't apply to her business; and that, basically, I had my head up my butt. I tried to explain in terms I hoped she'd understand:
So the critical question is: "Why Do People PAY MORE For Some Services When The CORE SERVICES Offered by CHEAPEST PRICE Competitors Are Pretty Much The Same?" "Debbie," I told her, "You've gotta understand: value differences don't have to come from the 'core' item." It doesn't matter whether you're talking about a product or a service. Value differences usually come out of areas of expertise and service such as:
"And Debbie," I explained, "it's a hell lot easier to make money by selling half as much at double the price. Does that make sense?" It made sense to Debbie and I hope it makes sense to you! Just to make sure, I'm going to give you... 5 QUICK-TURN TACTICS for closing BIG TICKET deals #1 - Compare apples to oranges. "Tired of dragging out a bulky food processor and guessing which attachment is the right one for the job? The compact Ultimate Chopper is 4 machines in 1 so you can replace your food processor, coffee grinder, standing mixer and ice cream maker and gain more counter space in your kitchen." (Ultimate Chopper) #2 - Decrease the price by adding valued component parts. "Bring your spouse for FREE! Yes, not only can you come, but you can also bring your spouse for FREE. This is a ,995.00 value by itself." (Real Estate seminar) #3 - Identify the unique, invaluable aspect of your product. "Quite honestly, the majority of currently available bodybuilding training and nutrition information today is never going to produce gains for 98% of the population. "The pros simply have much better genetics for building muscle and are taking massive amounts of anabolic drugs...I'm not a "Mister" anything. I've never won a title. "I'm just a guy who after 22+ years of trial and error has figured this stuff out and can relate to the plight of the genetically average trainee. I absolutely know what works for genetically average bodybuilders who want to maximize their potential. I know exactly what the average guy has to do to make muscle mass and strength gains as fast as genetically possible." (Bodybuilding) #4 - Make the high price itself a benefit. "Organic foods are more expensive because production is more labour intensive and without herbicides, pesticides and other chemicals, the yield is generally smaller." (Organic food) #5 - Break down the big amount into smaller amount. "Valuable legal services for less than a cup of coffee a day, from top law firms! Protection for you, your family or your business!" (Pre-paid legal services) If you are going to use "lowest price" to get your foot in the door to acquire a new client, then the race is on to "switch" that newly acquired client from price orientation to value orientation BEFORE somebody finds 'em and offers to beat your price. The Lesson: You CAN charge more for your stuff as long as you're showing you client that even though she's paying a premium price, she's getting a good value. Think "added value." Think "golden handcuffs"; benefits/service so good I won't walk away from it, even for a lower price. Copyright 2004 Quick Turn Marketing International, Ltd. About The Author Dan Lok is the World's First Quick-Turn Marketer, with a proven track record of selling over 17.3 million dollars of merchandise and services. He's the rebel copywriter who's created hundreds of money-making ads and sales letter for over 39 different industries. And now, you can get inside the head of one of the world's top copywriters without paying a dime at www.QuickTurnMarketing.com
MORE RESOURCES: News provided by Yahoo! News and Google News 8 Legal Steps for Starting Your Business Wilmington council considers small biz help along with ballpark - WWAY NewsChannel 3 Small-Business Owners More Optimistic About Growth -Survey Stratford Small Biz Owner Hosts Workshop Series - Patch.com Head of U.S. Small Business Administration in Jacksonville to talk 'microlending' Wednesday: Small Biz Fair, Free Facial and Community Yoga - Patch.com 5 tax tips for small biz - El Paso Inc. |
|
|
|
RELATED ARTICLES
Comparing Boston Area for a mobile car wash business The Boston suburbs seem to be rich with possible locations to wash cars and a mobile car wash would be well served in that market. The customers have good jobs, high paying salaries and indeed demand such personal car washing services. Money Series 1: Who Takes Your Money Your business is making profits, but where is the cash? It seems that someone has taken away your money. Your bank account is still the same, and your personal wealth is still the same. How to Promote Your Business by Entering Contests You are probably hard at work promoting your business (and if you're not, you should be!), but if you haven't submitted your profile to any contests yet, you may be missing a golden opportunity.Receiving an award for your business can increase your company's credibility. Five Quick Ways to Speed Up Cash Flow At one point or another, almost every business runs short of cash. Whether due to normal fluctuations in demand or an unexpected decline in sales, cash shortfalls are the bane of every company, and are responsible for sleepless nights for many business owners. 3.5 Million People And A Possible UK Home Business Opportunity Has this ever happened to you.. Too Many Lawyers in Franchising Today Attorneys and Lawyers are ruining the franchise industry. It is too bad too, because franchising represents over 400,000 businesses in our country and accounts for just over one-third of every consumer dollar spent in this country. How to Define Business Objectives Why does a good business relationship rely on having some common business objectives?As you attend networking events, you will gradually find ways that make it easy for you to mingle and be heard. Your message will need to be clear, focused and consistent each time. Book Yourself Solid Key #5: Go Forward With Gusto & Articulate What You Do Want your small business to flip instead of flop?! Statistically half of the entrepreneurs reading this will be out of business in three short years. Establishing a long standing, profitable and successful business absolutely depends on your ability to convey a clear message. Who Makes the BEST Alliance What types of companies do you want to align yourself with?What is the best company to align with? It is a company that does not quite compete with your core business. By this we mean that the company has offerings that dovetail into what you have to offer. Ten tips for a brilliant marketing strategy A Brilliant Marketing Idea.. Facts About Starting Elderly Group Home Businesses There's been a recent rise in the number of elderly group home businesses springing up everywhere around the world, what with an estimated one in four families providing care for an elderly relative today. Before you decide to jump on the group home business bandwagon, though, you need to know as much as possible. How Mastering 5 Essential Money Making Ideas Can Lead Your Business to Longterm Cashflow Essentially there are 5 tremendously powerful methods to make money online. These methods were not always available but have only become available due to the large amount of internet commerce being conducted each and every day online. Top Ten Blunders Business Owners Make In today's marketplace the words 'job security' have become an oxymoron. So more and more people are venturing on their own. Things to think about before joining a Professional Association I'll be the first to admit that I went a little nuts when I moved I moved recently in terms of going all-out to participate in a variety of professional associations. I had some experience with most of the groups that I visited in other places I had lived, or had clients who had positive experiences with certain groups. More Business Card Uses Why would you use an event pass?Event passes are often used as giveaways to entice people to attend some event. You will find that most time-share companies will have passes to be used to attend their spiel, plus they also give away other goodies. Understanding Franchise Releationships in a Franchised Business Now that you have invested your time, energy and money in buying a franchise, how do you work within the system? How do you take advantage of all your franchisor has to offer? How do you deal with your counterparts, other franchisees?In this chapter, I will give you tips that will help you thrive and prosper in your new business.CommunicationIn any franchise organization, it's important to maintain open communications lines. Getting more control over your work and your life Running a small business requires many skills. However, to do this successfully you need to organize yourself first. How To Start A Blind Cleaning Business Quickly And Easily Starting the blind cleaning business is one of the best marketable business ideas you could latch on to. If you give the requisite amount of time and dedication, there will be no cap on your earnings. Small Business And The Ability To Find Market Place Opportunities Marketing is one of the four corner-posts of a solid business. Knowing a few marketing tricks is great, but to be really successful you must be able to assess market place opportunities. Franchisor; Ongoing Support and Ideas Ongoing support for a franchise system is omnipotent. A major part of any family relationship is communication.
|
| Home | Site Map | Privacy Statement | More Articles |
| © 2006 |