Pricing, Self-development, and The Red Sox
byHere are three questions I’ve been asked recently. I think the answers may interest you as well.
1. How do you respond to a customer who objects to the price of an item? What can I do or say to demonstrate the value of the product without seeming too pushy?
First and foremost, don’t take their comments personally. When a customer says something like “that seems awfully expensive” they could be telling us a couple different things. They could be telling us that item costs more than they can afford or were planning to pay. They could also be telling us that they don’t see enough value for the price point. On rare occasions they could be telling us that they’ve seen it at another store for less. No matter what they’re saying we so often hear that the customer thinks it’s overpriced.
Don’t be defensive when a customer comments on the price of an item. Always assume that what the customer is saying is that they yet to see enough value in the product for the price. Rather than trying to justify the price to the customer, talk about the customer’s needs, then match the feature and benefit of the product to the customer.
For example, “You mentioned that you have a younger daughter who will eventually be taking dance like her older sister. One of the benefits of buying this brand is that it resist wear and tear and will look new for years. This means it can also be worn by all of your daughters and actually save you money over time.” If the customer is still resistant to the price then it may be just more than they can afford. If that’s the case, show them something less expensive or suggest to them where they might find what they’re looking for. Obviously, if a lot of customers are commenting on the price of an item you should either adjust your price or bring in a less expensive line.
2. Don’t you get tired of writing about 250 Dailys’ a year?
While I usually love to sit down and write the Daily, I have to admit that some days are a little tougher than others. They key for me is that I use the Daily as a catalytic mechanism to spend a few minutes each day learning something new and thinking about how to improve my client’s and reader’s business. I believe that everyone should invest between 15 – 30 minutes a day on their own self-development. The world around us changes so quickly that what made us successful in the past won’t necessarily make us successful in the future. The key to your success is your ability to grow and develop. Gandhi once said, "Live as if you were to die tomorrow. Learn as if you were to live forever." I try to live that lesson.
3. I notice you haven’t written much about the Red Sox getting beat in the playoffs. What gives?
Well, the Red Sox playoff games seemed to go by in the blink of an eye. I guess getting swept has something to do with that. It was obvious that the Sox just didn’t have the pitching to go very far in the postseason. However, as painful as it was to see them lose in the first round, watching the Yankees also make an early exit made it a bit more palatable.
Email doug@dynamicexperiencesgroup.com
Phone 781-861-7803
Web http://www.dynamicexperiencesgroup.com/
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