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Project:
test business model?
After reading all the great responses that Cspelts received after laying it all
out on the table... I started thinking. I have an idea for a test business model
but I know that I haven't thought about all of possible shortfalls / problems...
failing
at this affiliate stuff need help
I dont have a website all I am is using commission junction to search for a affiliate
than I am getting the link from the site that offers a descent commision that
contains my acct information and going to google's adwords site and...
Blogs
Mean Business
Blogs are becoming essential for business. Steve Rubel of MicroPersuasion.com
is one of our publishing partners who is on the cutting edge of this marketing
and communications revolution. Below are comments and pointers by Steve...
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| 07.25.05
Do You Fold Like A Taco?
 By Kim Duke
Have you ever eaten a soft taco? The shell isn't hard - it is soft - and
folds over really easily. They are delicious! In business, however, I see too
many people fold like a taco when they are negotiating with a customer.
It's not pretty.
The customer may not even be asking for a discount/added value but at the slightest
sign of hesitation a.k.a silence - the salesperson drops the price or keeps throwing
in extras "to sweeten the deal."
This isn't called selling - it is called Folding Like A Taco.
Get Comfortable With Asking For The Investment
This Sales Diva does not believe in CLOSING the deal with a customer. I see it
as OPENING the door instead. I also know that in a relationship (which is what
you should have with your customer by the way) there is some give and take involved.
But you can't be the one doing all the giving!
So follow these 4 steps:
1. Come in with your best offer right out of the gate. Years
ago when I sold television advertising with Canada's largest networks - I had
a client that always asked for every concession FIRST and then they tried to bounce
the offer back and forth between competitors.
However I have always had one rule. Integrity.
I will never forget the conversation with my customer. When he said the other
TV station had dropped their price, I asked the owner a question. " Roger - what
would have happened if I hadn't brought this proposal to you? You would have paid
the full price that they were asking. In essence - by dropping their price so
quickly - they have shown you they were overcharging you in the first place. I
brought you the best offer right out of the gate. Our product is like yours -
extremely high quality - and I know that you always stick to your word with your
customers- just as I do. My offer stands."
He looked at me and there was a long silence. He said " Kim - I never thought
of it that way. I will go ahead with your proposal."
HOORAY!
2. Don't start your conversation with price. Give your customer
the investment only after they understand the major benefits of your product or
service. If you start with price - I guarantee you are heading down the rocky
road of objections.
3. Allow the customer time to think. Just because there is silence
doesn't mean you need to start "folding your price. " Let them think it over.
4. Look at the word COMPROMISE in a new way. You know what the
dictionary has to say on the word COMPROMISE? " A settlement of differences in
which each side makes concessions." Look at the word this way: CO-M-PROMISE. Basically
it is a promise made by 2 or more people to meet in the middle. It isn't called
ONEPROMISE!
 If
your customer is genuinely concerned with the investment - then you have some
choices. You can either fold like a taco and drop the price considerably. (Not
a Diva recommendation!) Or you can provide added value/decrease in pricing based
upon a commitment from them in a volume buy, or repeat business over a duration
of time. You can also decrease your price but also delete some of your services
as well. Say "I can definitely work within your budget, however, we will have
to reduce "this" from the package.
Remember - Desperation Isn't Pretty!
Once you have established a relationship with a customer that is based upon you
folding like a taco - you will find it very difficult to increase your rates in
the future.
So stick with your guns, believe in yourself and what your business brings to
the table!
About
the Author:
Sales Diva, Kim Duke of The Sales Divas helps women biz owners and entrepreneurs
attract amazing clients and customers, effortlessly! To learn more about increasing
YOUR sales - and to read her FREE how-to-articles, visit her website http://www.salesdivas.com |
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