Page 143 - 100 Great Business Ideas: From Leading Companies Around the World (100 Great Ideas)

151 Quick Ideas to Get New Customers

the value buyer is testing you to see if you really believe in your
price and product. If you sell on value, one of the great re-
sponses when people ask about the price is to say, “Yes, the
price is...” and give them the amount, and then tell them, “And
I’m as surprised as you are that we can afford to sell for that.
May I explain to you why you’d be smart to invest your money
in this?” These key phrases can help you overcome that price
barrier, but the main thing is for you to stand firm and believe
that what you’re selling is worth what you’re asking. If you
don’t believe in your product, you will never convince the buyer
to either.

Epilogue
The easiest selling method in the world is to cave in and
lower the price, which means you are giving away money.
Are you sure that’s what you want to do?

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The $10 Stupidity

Have you noticed how many businesses run expensive ads,
offer deep discounts, coupons, giveaways, and all kinds of en-
ticements to get you to buy? But when it comes time to take
your money, they can’t do it? They have lines backed up, people
who aren’t properly trained, or people who have no customer
service experience. An additional person or a little more train-
ing could fix this problem, and make a bad experience a plea-
surable one for as little as $10 an hour.

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