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Booklet Tips From Paulette

Writing, producing, and promoting tips booklets for marketing, motivating, and making money.

Friday, October 12, 2007

Your Price is Too High -- OK, I'll Buy

Do you wonder how this sometimes happens? Rest assured it happens in your business and it happens in mine. Someone spends a lot of time saying how expensive something is, how they aren't making much money to begin with, how their budget just doesn't allow for the expenditure at this time, wondering if there is any leeway in the price, asking if you can give them a payment schedule, and on and on. You respond however you respond, either standing firm or bending. I am more inclined to initially stand firm when this pattern presents itself.

Then, before you know it, either on the phone right then, or a day or two later, or through your website shopping cart or an email or in regular mail, the order comes in.

What the heck happened?? My theory is they came to their senses. I don't mean it as harsh as that, as much as they saw the value in what you have, matched up against what they wanted. Yes, want, not need. People (including thee and me) buy what they want, not necessarily what they need.

They want their promotional campaign to be a success and they decid your booklet would bring them that. They want to increase revenue and they determined your booklet is the bridge to that. Something you said on the phone gave them the courage or confidence to go ahead regardless of their initial reaction to your price.

So in spite of the resistance at the beginning, keep the person engaged so you can hear what they really want. Once you find out what they want, you can give it to them.

Until next time,
Paulette - still amazed, yet appreciative, when this happens

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