The Pricing Bugaboo

Dear Friend,

Yesterday I talked about what happens when you ignore objections your prospects have.  And... just in case you don't remember what happens, what happens is... they don't buy.

Period.

We talked about a couple of things that come up as obstacles to making your sale, so today let's get some closure on this and talk about how you'd deal with one of them -- the one that people seem to get all hung up on, and that is... price.

The big unanswered question about pricing is either going to be "you're too cheap"... or "your too expensive."

Now if the question your prospects are asking is "Why so little?", then you either need to charge more, or else you're just buying leads and you've got a nice back-end sale to offer them.

There are a number of different things you need to deal with in this situation, and we can go on forever about this stuff.  But since MOST people are uncomfortable dealing with pricing things "up", let's talk about that first.

So... let's say you're charging more and you don't know how to explain this.

One of the things you can do is turn this into a strength, and you can say something in your lead-in headline like "Do Not Read This Message Unless You Are Prepared To Pay More For Better Quality Service!"

Or, somewhere in your sales copy you can address it as follows: "Now one thing you must know about our widgets.  They are NOT inexpensive, but there's a good reason why.  You see, ..."

And then you just tell them why.  Maybe you put a lot of time into research and development... maybe you're using stronger materials... maybe your experience is really unique in your area... whatever.  Doesn't really matter, the point is, when you're addressing an objection your prospect has, you're eliminating that objection, and paving the roads your prospect are going to be traveling down.

And those roads end... as the sound of your cash register goes ka-ching.

Today and tomorrow will be THE last days you can get your hands on The 24-page Double Issue of The Seductive Selling Newsletter, along with the 10 pages of examples.  Make mistakes, but don't have regrets.  Get your sweaty little hands on it here - you will NOT regret it: http://www.kingofcopy.com/ssnl

Now go sell something,

Craig Garber

P.S. You can overcome any obstacle you want, when you know how to push your prospect's emotional buy-buttons.  Discover how!  http://www.kingofcopy.com/seductive

Any comments?

Send them to me by scooting over to the contact form on my "Here's How To Contact Craig" page, and maybe I'll publish them -- I appreciate your feedback!

You can reprint, or link to this article, or to any article on this web site, as long as you include the following text-box: