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Why so expensive?
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"Why so expensive?" When you get that question from a prospect, a few things could have happened. Here are 2:
What do you think are other reasons for them to ask this? |
Rod Aparicio
Get one tip, question, or belief-challenge that just might change the way you market, to help your customers buy. A *daily* email for b2b founders on improving your business —without the bullshit.
Here's a quick exercise you can use to put in the open if your customers are aligned —or if you run a team, if you and your team are aligned. Write every response in 1 minute each. On one post it each. All of the ones who are there at the same time. Each one grabs 3 post-it's Post-it 1. What's the vision of the business? Post-it 2. What's the direction being taken? Post-it 3. What does this look like in reality? If you have a quite similar response, it's a great sign. If there are different...
If your buying ticket is in the thousands, a 50 euro difference won’t make any difference. You might be tempted to use a charm price (finishing in uneven figures [.99; .90; --50]), and it might be devaluing your offering. You haven't seen a McLaren sold for 355 950, have you? Give it a shot and go with round numbers. You might be surprised of what comes off next. And if it doesn't work, you can always go back to the charm.
Might be the thing that livens up your business. To kill offerings is a good thing. You have to do that. Better that YOU do it, than someone doing it for you. It's good when you choose it, it's bad when it's chosen for you (by the competition). A few ways to kill: To get rid of dead weight. To add it into another offering. To create new ones from what does work. To be more efficient. To gain focus. To push yourself to new heights. What can you think of?