How to ‘die’ at sales – make your Price position your Usp…

It’s The No1 Business Killer If It Finds Itself In Your Sales and Marketing Plan…

We all need a sales and marketing plan, and often we need some help in putting it together and good qualified help in this area could make or break a startup, come to think of it, could make or break any business at any time! I am often asked ‘What Is The No1 Sales and Marketing mistake’ and it is so difficult to nail just 1 – but upon reflection, it isn’t – it’s easy – Don’t compete on price alone – Ever!…Here’s why…

price

 

price1

 

How true – then you’ve lost your so called USP in a flash! Gone, and so has your chances of success unless you get help quick…‘There is hardly anything in the world that someone cannot make a little worse and sell a little cheaper, and the people who consider price alone are that person’s lawful prey. It’s unwise to pay too much, but it’s worse to pay too little. When you pay too much, you lose a little money – that is all. When you pay too little, you sometimes lose everything, because the thing you bought was incapable of doing the thing it was bought to do. The common law of business balance prohibits paying a little and getting a lot – it can’t be done. If you deal with the lowest bidder, it is well to add something for the risk you run, and if you do that you will have enough to pay for something better’ John Ruskin

why should they see you

The ‘Why’ In The ‘Story’…

Now if you can offer great value for less than many competitors – get the value across first, explain Why you can offer such good value for a lower price – the crucial ingredient is the true ‘Story’ as to ‘Why’ you can do it for cheaper if that is the case- now that’s a totally different story altogether right? Yes! But please don’t just headline your sales and marketing campaign with ‘we will not be beaten on price’ or any other message that creates this perception.

price2

So How Do I Price Myself Right?…

So many of us can easily ‘undervalue’ ourselves – we think something like ‘Well, I can do it for this, and I’d be satisfied with this price, if I get x amount of sales, I’m comfortable asking this price tag, it’s much cheaper than so many others, and after all, I genuinely am offering something better than them! Yes, I’ll go with this’…

Ok, I get it, and I totally identify with this, But…

price3

Just forget what you are comfortable with for a second, and consider the true ‘Value’ your product and you combined have to your client…

price4

How much will they gain ‘After’ your product does it’s job? How much ‘value’ and ‘feel good’ shows up in their life and business after your product works it’s magic? This should be what drives price yes?

price5

Then, look at the competition, and see if what they are offering is as comprehensive and holistic in it’s ‘value’ and ‘service’ as yours… Look at their pricing… compare this to yours – then IF you can provide superior service and value for less you have a ‘Jackpot’ – because this new price is almost always guaranteed to be higher than the original price you were ‘comfortable’ with based on your own ‘undervalued self worth’ – does any of this connect?

price7

Your positioning then is a ‘Value Proposition’ rather than a ‘Price Proposition’ and you can enter the arena with a sincere statement that sends the message ‘I can provide you with the best value, in the most affordable way – and here’s why’ … Now this is a winner – this is the difference between living and dying for so many business people and sales people.

The Key is this – get help now if you are struggling, or unsure – don’t just plough money into your business without the right kind of expert advice and guidance !

 You are very probably worth more than you think you are – the minute you realise this, everything changes!.. Consider every move before making it – It’s a matter of business life or death! All products can be copied, but YOU can’t be – YOU are your USP – focus on this, get expert help and guidance, and watch your fresh sales and marketing plan literally Rock the competition in your Business space right out of the Park! Respect! Paul