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Well the holiday season is in full swing. Shopping is the sport of the month! Entertaining, gifts..’tis the season! So what came to mind as I was doing almost all my shopping with my fingers, eyes and keyboard is a very interesting thought for selling product or services. That is, if the perceived value is there, people will pay more!
When I am doing sales training or giving my keynote speech at an event, I have a whole section that addresses this. I bring up the $800.00 Ipad that sold over three million units in the first 80 days. But wait..that was in 2010..the height of the recession. I also talk about how we rush to pay four dollars for coffee that is no better (some think worse) than the coffee you get at McDonald’s.
But do we pay? ..yes we do. That is why Starbucks is an EIGHT BILLION dollar company..selling coffee? I don’t think so! It’s the perceived value they bring! And it has nothing to do with the coffee.
And as I was perusing Amazon for some of my gifts I wanted a book for myself. There was an opportunity to purchase a book from one seller that was charging $5.00 and one who was charging $12.00. The difference was not the condition or the shipping. That was identical. The difference, for me, (MY value) was the $5.00 vendor only had a three star rating while the $12.00 one had a five-star rating.
Now I sat there and contemplated…do I want to risk saving a few dollars and possibly getting the book in bad condition or worse yet not getting it and spending who knows how many hours trying to follow-up (just to find Amazon’s contact information takes an hour!). Or did I want to pay more and worry less and have a much better chance of it going smoothly and I would not have ONE thing to do except enjoy the book?
What do YOU think? Even though we are all watching what we spend today, ease = value! So value is not always defined by how much it costs.
I hear sales people all the time telling me they cannot sell this product or that product because everyone is “on a budget”. I understand that, I do! But if you can show the value of what you are selling, trust me, just like I spent more to get that book, people will pay more if they see the value!
Please feel free to comment..I love feedback! And have a wonderful, warm, cozy holiday season!