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When I first started in business, I used to get stuck when a prospect would respond with
"I'll have a think about that."
It absolutely halted me in my tracks.
I had no response until I read some Tom Hopkins sales training material.
I'd then respond with "I understand you need to think about it. So it's clear in my mind, what is it you need to think about?
Do you have reservations about the equipment?"
And they'd normally say "No".
"Is it the number of productions included in the package?"
Once again, they'd probably respond with "No".
"John. Is it the price?"
It was almost always the price.
To which I'd then respond with "If you could see value in the service, would you implement it?"
And hopefully they'd say "Yes",
which gives me the opportunity to resell the prospect on why Messages On Hold will pay for itself.
Of course many businesses will just drop their pants on price
because that's the easiest route, and people typically take the easiest route.
But anyone can give stuff away. I realise that we'll never sell to everyone.
So we let those discount shoppers do business with our low priced, no service competitors.
Charging a fair price allows us to employ better salespeople who can sell our services.
When you price your offerings too low it's very hard to grow your business.
It's impossible to attract great sales people, and you're at the mercy of every other low price competitor.
And if you decide to hike your prices at a later point, your low price customers will shun you,
while customers who'd typically pay a higher price will always remember that you're a cheap company.
And that stigma is hard to throw.
So bottom line, charge enough to be able to employ good salespeople
and let your competitors battle it out for the bottom end of the market.
I'm Kym Illman. Thanks for watching.