Price and Value In a Complete Web Solution

Price is rarely the only determinant when making a buying decision about integrated internet marketing services. Value often carries the day in the final analysis. That is why things have to be sold rather than just offered for sale. Like any other comparative situation it pays to compare apples to apples when making a buying decision. It often pays to work with a salesperson to sort this out but be careful to keep that sales person on the narrow path of your best interest when they tout their product and position it relative to the market. If you’re that sales person don’t go there. “There” is that place where you exclusively promote the company line and a sale that will put money in your pocket and boost the company’s bottom line regardless of benefit to the customer. Sadly, this is a real consideration, and a decision that must be made, for each and every sales person and company out there. In today’s marketplace, clients have hopefully been drawn to a sale by a company and salesperson who inspired the trust of the client from the earliest online interactions. A prospect’s best interest is defined by the best price for the most benefits available. This is a position that seems to run counter to advice on how to get a company to grow. Shoppers need to make sure that what they are getting for their money is what they need and want. That’s value. What they need and want is not necessarily what they will be offered by most of your competition. Be different, be out front with prices and relate them strongly to value. There are a lot of factors to consider when weighing a final decision on a purchase. They aren’t as numerous or as complicated as you might think. As a business person, your pricing page and materials should be designed to help a prospective customer make the decision that’s best for them. Not everyone will be a good fit for your product or service. Trust that you don’t really want to talk to everybody. Many people who aren’t a good fit will eliminate themselves if they have good information. This will save you the time you would have lost trying to close people who weren’t well qualified prospects in the first place. Buyer’s remorse will often be avoided simply by being proactive with your pricing. You can also expect an improvement in your customer data base which will show up as improvements in customer service numbers. This will result from not having those people in your customer data base who were convinced against their better judgment to become a customer. If it’s something they never really wanted to do, they will tend not to be a happy customer. You don’t need the aggravation or that future Negative Nellie running amok in public and in your appointment calendar. Provide them, all who come, with the simplest explanation of your pricing, and then think about the related questions they would have at this juncture. This is all that is involved in a complete web solution Don’t sell, explain. There is a difference. What you give people shouldn’t look like an invoice. “Just the facts, ma’am”, was Jack Webb’s great line from the old TV show, Dragnet. It’s difficult to resist falling into sales mode when explaining your prices. If you can’t fulfill your product or service online and there are valid reasons why you need to “talk”, point out the value, before giving a final price range, just say so and explain why, clearly. Be direct. Be honest. Be thorough. You have a great chance to present your best answer, and there always is one. Avoid the tendency to present the “rosy” version of your pricing. Present what is real, what people will likely encounter. Real people buy your product(s) or service(s). Your pricing should reflect the real world people live in. People can find out from others today almost anything that you might potentially tell them. Make sure what you tell people contributes to their perception of you as an expert in your field. That’s hard to do. If you have reservations. Be “all in” for your prospects. Anything less will be detectable by your prospect and even though you may close the sale your future customer relations will be damaged. Not a good place to be.