Does it Always Come Down to Price?

price-writing-tnHas this ever happened to you?

You call a prospect and introduce yourself, your company and your products.

But before you have a chance to ask qualifying questions, the prospect asks:

“What’s your price?”

Important: 

If this prospect is a price shopper, think about this:

Low prices don’t build customer loyalty.

There will ALWAYS be someone who can try and beat your price.

If you want loyal customers, compete on value and not on price.

Don’t Be Shy

If you offer superior service, good product knowledge and excellent products, it is critical to let prospects know this – in every possible way.

When you focus on these positives and anything unique that differentiates you from competitors, you will attract fewer price shoppers.

A Shocking Statistic

According to the findings of a 15-year study conducted by an Atlanta-based sales training organization:

More than 90 percent of all salespeople volunteer a price decrease without being asked!

“More than ever before, customers are choosing to buy from a company not just because it offers a product with a fair price, but also because that company has good values.”
Vanessa Merit Nornberg

3 Ways to avoid the price-quote trap.

 If they ask:  “Can I get a better price?”

One way to answer:

“Yes you can.  When you order two, the item is $59 each. The next price break is at six and instead of $59 each, the price is just $54 each when you order six.  Shall I send you six today?”

When you don’t offer free shipping

If a customer asks for free shipping and your company has a policy of charging for freight, a positive answer works best.  “We’d love to provide free shipping, but we’re simply absorbing our shipping cost and that allows us to give you the low price you’re getting.”

 

Here’s wishing you a happy and productive day!
- Ann

PS:  The next one-to-one sales training e-Course begins on Wednesday. If you have questions or would like to enroll, please send me a message. I’ll get back to you ASAP and –  Your BTA educational discount applies to this course!

 

One Small Thing Makes a Big Difference

package-with-person-holding-it-tnShe set herself apart from competitors by doing this.

I was surprised no one else did the same thing.

So, here’s what happened.

From time to I order a few products on eBay.

Like a hand lotion not available locally, or a battery-powered lantern to use when a storm knocks the power out or my favorite lipstick and even vitamins.

First I check out Amazon and if they have it, I read the reviews and the price.

If most reviews are positive. I look on eBay for the item.

For this product – a specific, branded hand lotion – the price was $18 on eBay with free shipping, but it was $28 on Amazon, where shipping is free only if my order totals at least $49 :-(

Easy decision.

Not that cheaper is always better, but when shopping for specific brands – and you don’t know the sellers personally – a lower price for a branded product will get the sale.  (That’s why it’s critical to personally  create a good relationship and build customer loyalty with buyers.)

I ordered the hand lotion on eBay for the lower price AND free shipping.

Last year I ordered at least a dozen different items on eBay.

The last product delivered – the hand lotion – included something from the seller that was different.

She attached her business card with a note: “Thanks, Ann!”

None of the other sellers did this, and it turned out to be helpful because I wondered if I could buy another type of similar product but – doing a search – I couldn’t find it.

That One Small Thing

Because she attached her business card with the thank-you note, I contacted her to ask about the product I was searching for.  Turns out, she had it.

Nice.  A personal touch that set her apart from competitors.

None of the other sellers sent a business card – or a “thank you” note.

That one small thing – her business card with a handwritten “thanks, Ann” – earned her another sale.

For future eBay purchases, I will contact this smart and thoughtful seller first.

Want ideas about creating customer loyalty?  Or winning back lost customers?  Or asking for testimonials?

Take a look at the contents in this award-winning e-book.