|
|
| Small Business Information |
|
|
|
|
Shocking Experienced Copywriter Reveals Little-known Secrets To Closing BIG Ticket Deals!
Hogwash! That's what I say to people who tell me that their business is purely and solely a "cheapest price business." People who stubbornly insist that "MY business is different" are right, but not in a good way. Their business is different because it will never make big money. People who are unwilling to open their eyes to BIG ideas are solidly parked right in their own way... their own BIG obstacle to success. Big money is made by translating great ideas from outside your industry -- whatever it is -- into your industry. What gives you your competitive edge is a unique selling proposition (USP). That's the key... not your low, low price. (Although in some instances your price may be part of your USP.) Recently, I was consulting with a client and I was explaining my opposition to selling by cheapest price. She insisted that hers was an intangible, not a product; that my examples didn't apply to her business; and that, basically, I had my head up my butt. I tried to explain in terms I hoped she'd understand:
So the critical question is: "Why Do People PAY MORE For Some Services When The CORE SERVICES Offered by CHEAPEST PRICE Competitors Are Pretty Much The Same?" "Debbie," I told her, "You've gotta understand: value differences don't have to come from the 'core' item." It doesn't matter whether you're talking about a product or a service. Value differences usually come out of areas of expertise and service such as:
"And Debbie," I explained, "it's a hell lot easier to make money by selling half as much at double the price. Does that make sense?" It made sense to Debbie and I hope it makes sense to you! Just to make sure, I'm going to give you... 5 QUICK-TURN TACTICS for closing BIG TICKET deals #1 - Compare apples to oranges. "Tired of dragging out a bulky food processor and guessing which attachment is the right one for the job? The compact Ultimate Chopper is 4 machines in 1 so you can replace your food processor, coffee grinder, standing mixer and ice cream maker and gain more counter space in your kitchen." (Ultimate Chopper) #2 - Decrease the price by adding valued component parts. "Bring your spouse for FREE! Yes, not only can you come, but you can also bring your spouse for FREE. This is a ,995.00 value by itself." (Real Estate seminar) #3 - Identify the unique, invaluable aspect of your product. "Quite honestly, the majority of currently available bodybuilding training and nutrition information today is never going to produce gains for 98% of the population. "The pros simply have much better genetics for building muscle and are taking massive amounts of anabolic drugs...I'm not a "Mister" anything. I've never won a title. "I'm just a guy who after 22+ years of trial and error has figured this stuff out and can relate to the plight of the genetically average trainee. I absolutely know what works for genetically average bodybuilders who want to maximize their potential. I know exactly what the average guy has to do to make muscle mass and strength gains as fast as genetically possible." (Bodybuilding) #4 - Make the high price itself a benefit. "Organic foods are more expensive because production is more labour intensive and without herbicides, pesticides and other chemicals, the yield is generally smaller." (Organic food) #5 - Break down the big amount into smaller amount. "Valuable legal services for less than a cup of coffee a day, from top law firms! Protection for you, your family or your business!" (Pre-paid legal services) If you are going to use "lowest price" to get your foot in the door to acquire a new client, then the race is on to "switch" that newly acquired client from price orientation to value orientation BEFORE somebody finds 'em and offers to beat your price. The Lesson: You CAN charge more for your stuff as long as you're showing you client that even though she's paying a premium price, she's getting a good value. Think "added value." Think "golden handcuffs"; benefits/service so good I won't walk away from it, even for a lower price. Copyright 2004 Quick Turn Marketing International, Ltd. About The Author Dan Lok is the World's First Quick-Turn Marketer, with a proven track record of selling over 17.3 million dollars of merchandise and services. He's the rebel copywriter who's created hundreds of money-making ads and sales letter for over 39 different industries. And now, you can get inside the head of one of the world's top copywriters without paying a dime at www.QuickTurnMarketing.com
|
|
|
|
RELATED ARTICLES
A Lesson From ?The Apprentice? That Can Make You A Master I have to admit, I was curious. When I saw previews of a new show called "The Apprentice," it made me want to at least watch the premiere to see what was going on. Immediately, I was hooked. The whole idea of candidates - from all walks of life, not just college grads fresh from their commencement ceremonies - vying for a position in one of Donald Trump's organizations piqued my interest. What kept my interest were the real-life advertising lessons every business owner needs to be reminded of. The Game Plan ? The Difference Between Small Business Success And Failure It is an American dream to own a business. But sadly, according to the U.S. Department of Commerce, only 1 in 5 businesses is still in business 5 years after it opens. Four Reasons Why Small Businesses Succeed (or Fail) The American system of business management has been admired and emulated around the world. This system is characteristic of two traits in the American psyche: (1) enthusiasm for the future and making things better, and (2) an openness and willingness to change in order to achieve that end. 11 MONSTROUS Small Business Marketing Mistakes and How To Avoid Them Increase your profit potential by identifying ? and avoiding ? these 11 marketing mistakes. Five Facts and One Motivating Factor Behind a Successful Home Business All legitimate home business entrepreneurs insist and announce loud and clear that a successful home business is not about an overnight thing. And that you cannot get rich overnight and so on... The Number of Pages in the UFOC in Franchising is Still Growing Today Today required franchise disclosure documents are over 200 pages generally. How many pages do you think the Uniform Franchise Offering Circular; UFOCs were 35 years ago for these ten-foot tall pillars of the franchising community like Kroc, Monhan and Rosenberg founded their companies? They were of course the founders of McDonalds, Domino's Pizza and Duncan Donuts. Successful Small Businesses Use PR It's obvious when a small business has accepted the fact that its most important outside audiences need lots of care and feeding. They do something about it. Does Your Company Have a Business Image Manual Every business regardless of size needs a "Business Image Manual" to protect their band. Even the smallest companies with only a few employees is well served when there is a business image manual in place. For 15 years I ran a small business, which I eventually franchised and later expanded to 23-states and 4 countries. What I had learned after franchising is that; I should have written my image manual 10-years prior. At first my business was just me alone; like most small businesses, but then due to my hard work and customer service, I had to expand to meet demand. Each time I added people to the team, I seemed to be rehashing over and over again my theories on business image. Often I would have to harp on the issue with part time employees or even summer help. What I needed was a manual. However, being a head strong entrepreneur in those days, I like many entrepreneurs of small businesses said; "What do I need a bunch of manuals or even a business plan for that matter?" After all most of us know our businesses very well and we do not have to write it down. We just know thru intuition what will work and why and surprisingly we end up making few mistakes, but when we do they are usually quite large and costly lessons. 9 Things You Must Do To Maximize Your Chances Of Obtaining A Small Business Loan To get approval for your small business loan application, you must be able to meet the lending criteria set down. Some organisations are more risk averse than others, and will therefore have more stringent criteria. To vastly increase your chances of a successful funding application, you will need to present the following information: Business Relationships Defined What makes a business relationship? More Business Card Uses Why would you use an event pass? Pressure Washer Concrete Cleaning Equipment Cleaning concrete is tough and there is an easy way and a hard way. There is one thing you need to understand when you are pressure washer cleaning concrete; the concrete cannot always be made to look brand new again after it has been stained. You can always get stains lighter or bleached but completely removing it is very difficult, sometimes you get lucky, but if you are looking for perfection, chances are you will be underwhelmed. So when talking to customers let them know up front and explain this to them otherwise they will be asking for a job that just can't be done unless the entire concrete slab is ripped up and re-poured. Top 7 Small Business Resources for 2005 If you want to start a business in 2005, and start making money almost immediately, the sites listed below are some of the best I have found. I've chosen each site because it is absolutely outstanding in providing the tools you need to get started, as well as taking you through the steps you need to get started immediately. Where to Find a Cash Windfall of $10,000 to $1,000,000 -- You Never Knew You Had There is a rather famous true story called "Acres of Diamonds". Everything I Need to Know About Business I Learned From My Nametag So there I was ? sitting in the audience of an on-campus seminar. Surrounding me sat hundreds of fellow students; each of us wearing one of those little, handwritten, adhesive nametags. When the event was over, we all filed toward the exit. I approached the door and noticed a small trashcan filled to the brim with ripped up, used nametags. Looking for a Business to Run in the New Revitalized Downtown Area? Looking for a place to add a Quick Lube away from your Super Wal-Mart Competitor? Down Town Revitalization, Why You Should Be Part of Such a Committee. The More you GIVE the More you GET Why give freebies? Do You Microbifer in Your Cleaning Business? Microfiber cleaning towels have been around for about ten years now. When I first heard about them they were being sold through distributors in an MLM business. Since my business was professional house cleaning, I couldn't see how they could benefit me due to the high cost. Eight Key Steps to Selling Your Business and Cashing In This year, some 700,000 American businesses will be sold. Most will be small and mid-sized businesses like yours. If you, too, are thinking of selling, consider these practical steps for making the process go smoothly. 6 of 1, Half Dozen of the Other Motivational author and speaker Jim Rohn says that for a business to succeed it takes about ahalf dozen things. Of all the millions of things you do, it's really that half dozen that count.
|
| home | site map |
| © 2005 |