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As business people, we all want to sell our products and services. If we’re smart, we’re talking with members of our target market. Two of the things we want to do with our target market are: 1) build a relationship and 2) find out what they want to buy. The easiest way to accomplish both is to ask questions, and listen and respond to the answers. And there’s one very important question you should ask before you attempt to sell them anything.
In order to make friends, you need to be a friend. To make a business connection, you have to be one for the other person.
All businesses – my clients and everyone else – worry about their prices. Are they too high? Are customers happy with their pricing structure? How can I get more money?
One of the problems I run into is quality of service. By that, I mean that businesses want to maximize their income. Often, I have clients who ask me, “How low can I drop the quality and still get the same price?” This is based on the assumption that their customers won’t pay higher prices, which is usually total crap. (more…)
While this link specifically talks about pricing for photographers, you could substitute almost any profession here.
On one hand, I agree with what they’re saying: Sell the emotional aspects of your service first. If people decide they want the quality and peace of mind you offer, they’ll be more willing to pay a price that’s higher than they expected.