One Way I Landed My First Online Client
Recently I was consulting a client on how he can convert high-quality prospects at his price and kick-away.
Especially the client who collects five different quotations. And at the end, shamelessly teases you on the lowest one and taunts to negotiate you down.
Have a straight face and tell them ‘NO’..
Because they will not stick around either.
The moment someone else throws a lower quotation, they will ditch you, even though they were on a dinner date with you last night.
Well, then what should I do, he asked.
1. Focus on attracting and converting high-quality customers.
How do you that?
the number one thing you have to understand is how somebody makes a buying decision.
The one-word secret is:
This may sound stupidly simple, but it’s so incredibly gorgeous to fathom.
You pay for something because you perceive the value is okay. Or what you are getting is as much as or higher than the money you are paying.
That’s the simplest fundamental of transactions in any business.
That means the word ‘value’ in your business can make or break your business.
There are companies that, by strategically demonstrating high perceived value, sell at premium prices, build a strong affluent following base, crush new markets, and enjoy sales figures multiple times than their competitors.
And if you, starting this minute, decide to deliver value, not only during the sales but before and after the sales, you’ll immediately cut-off your competition and dominate the market.
How you deliver the value?
Before sales – by making your ads not such a sales pitch. But a force of hope, a mirror to their darkest problems, a gateway to lustrous desires, kick-in-the-butt action stimulator, an authentic promise to a good life ahead.
During the sales process – by connecting with head and heart, by presenting a real, authentic story, by changing their beliefs. Helping them take the first non-risky action, then another, by making them feel important. By offering a unique experience, by creating lucrative offers, by over-delivering and understanding their ambition, desire and thus providing beyond the functional value.
After-sales – by ensuring they made the right decision. And by creating more products and services, that match their growing desires and ambition.
I hope you started to see how you can elevate and uplift your business by focusing on the value you deliver.
The point I’m trying to make is, if you can build maximum perceived value for your product or service and EDUCATE them that the value of what you’re selling is much higher than the money they pay- you’ll win a happy customer.
Hope this makes sense.