Avoid,Price,Resistance,Focusin marketing Avoid Price Resistance by Focusing on ROI
Automation technologies represent a fundamental aspect of any modern industry. The major types of industrial automation solutions, such as DCS, PLC, SCADA, and MES, are used on a large-scale in process and discrete industries.DCS technologie Awhile ago, I got an email from one of the "gurus" I follow and it shocked me. The gist of it was this person wanted to trade services for a household item.To say it floored me would be an understatement.What was worse was a few days later t
Heres yourweekly strategy tip for getting more clients, making more money, scaling yourbusiness and really just multiplying your presence and your income and sharingyour as I call it sharing your brownies in a big way. I want to talk to you today aboutprice resistance, especially if people experience price resistance from theirprospects at all levels, but what Ive seen recently is when you have increasedyour prices and upped your rates, there is often a big resistance with clients.The minute that you raise your prices, something happens and people havesometimes a hard time justifying paying that much. I want to talk you through that alittle bit to give you some things to think when you raise your own rates orwhen a prospect says, Oh, you know, thats a lot more money than I thought itwould be. The first thing is you have to understand that there is a rationaleto everything you do, and you must explain to your prospect, but even beforeyou explain it to your prospect, you really have to understand that you mustbelieve in personal investments. I believe in personal investment.This is why my husband and I each work with three different mentors andmastermind groups at the same time. Why do we do that? Because when we work onour marketing, our own mindset, we can then multiply our business. So, when youbelieve that and you do that for yourself, get yourself working with a mentor,or get yourself in a high level mastermind group with peers that stretch andpull you into your future when you believe that and you live that, you beginto have the words to explain it to your own prospects when they areexperiencing price resistance. So, youmust live it yourself. If you want to be able to receive high level rates, bepaid well, you must invest in yourself as well. Does that make sense?Otherwise, you feel like a fraud and you would be out of integrity. The second thing is you need to thenhave those words and the rationale to talk with your clients about ROI Returnon Investment. Whenever Im speaking to a client, we just did this yesterdayspeaking to a perspective client, we focus not on what it will cost, but moreon what the return on investment will be. Clients usually see even thoughtheyre yearlong programs, they usually see all their money come back fromtheir investment within the first two or three months. Thats just something wesee very often. Then, on top of that, they make somuch more. So, maybe they make three times what they invested, four times,sometimes ten times what they invested, and thats what you want to share withyour clients is what the return on investment will be. Now, perhaps you dont work withclients. Perhaps youre in nutrition and its not money that people get back,but it is health. It is reducing a chronic illness. It is having more energy.That is what you focus on, what the return on the investment will be and howtheir life will be different, and thats one of the things that closes a saleis that you paint the picture of what they will receive as a result of workingwith you, and then you ask them, How will that make a difference in yourlife? Focusing on that, and focusing onthe fact that this is just a way of getting money at a discount. I give you onedollar. You give me back ten. The prospect gives you one dollar, and you givethem back ten. Thats money at a discount. They will invest in that. So, thebottom line in todays strategy is to really look at positioning what you offerin terms of return on investment. How can you language your marketing andlanguage how you speak to people in a way that focuses on return on investment?Then, they will pay you, happily pay you with future money that they willreceive from working with you. Does that make sense?
Avoid,Price,Resistance,Focusin