No it doesn’t. And I’ll tell you why. When it comes down to it, we are in business and the end result, the final goal is to sell something in general. It might be to sell a product. It might be to sell as service.
It doesn’t really matter, we, at this podcast is not geared for governments and charities. So well actually. No saying that charities is non-profits. You actually have very similar goals. It doesn’t seem like it but you are trying to get a result and quite often it’s to get donations. Keep your charity going and that’s similar to getting a sale.
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If you’re not actually in a business where you get sales as in his product. His sales giving him a money. Just think of it in a transaction of some sort.
That is the end result. But no matter what, it isn’t about money. It isn’t about the price. Sorry it is about the money, it is not about the price.
I’ve said this about a million times, but I’m going to have to say it a million times more. Price, right. only one can ever be the cheapest. There could be 5 of you, selling what you do. One of you is cheaper. One of you is the most expensive. There are loads and loads of you.
So say there was 5 of you. And it doesn’t matter if there are 500,000 or 5,000 or 50, or if there’s 5. One’s the cheapest, one’s the most expensive. Two others could be the same price. One’s in the middle. It doesn’t matter. All of you have clients. So it can’t be the price. Only one is the cheapest.
The one that is the most expensive has clients. Have they got superpowers? Is it them? Are you useless? And they’re brilliant? I don’t think so.
You Are Much Better Than You Think You Are
To be honest, I think you’re pretty good, if not better. I can almost guarantee that you are much much better than you think you are.
And the reason for that is because with your knowledge of what you do, you compare yourself to the people that are your betters. You compare yourself to the people you think are better. Because you want to be as good as them.
So when you think of your position in the place, you are thinking well yeah but they are the good ones. I am not. Well hey, let me tell you, you’re wrong. You are an expert.
The only person you need to be interested in is your potential client. The buyer, the person with the money, they think you are an expert. We are not interested in what other people think. It’s just what you think. And it doesn’t matter.
It doesn’t matter whether you’ve been at it for 2 years, and they’ve been 20. You can charge what you like. You just need to put across the value. Alright.
So you need to explain your quality. Explain your experience. And yes I just said they might have 20 years of experience, you might have 2 years of experience. But that doesn’t matter. What type of experience is it?
People Need to Be Given Their Opinion Of You
People need to be given their opinion of you. Don’t let them form it. You should be in command. Think of celebrities, think of politicians. They tell people what they want people to here.
People will form their opinions. Now you have to be able to back it up, but you must give people their opinion of you.
And if you say that you offer a luxury top quality service for the ultimate value and then you can charge more. It’s in the way you say it.
If you make yourself, so for instance if you turned up in a suite, you are going to be able to charge more. Apparently if you do by the way, navy blue is the color that outsells anything else. Tip for you. Includes ties. Navy blue. What do I know?
So if you turned up in a suite where other people turn up looking a little scruffy, you can charge more. You are giving that impression.
If your van or truck or car is clean, is signed written with a bit more luxury. If your card, your business card, your header, that impression, that branding that you give can back up a higher price.
Remember you give people there impression. Have you ever gone to a jewelers and seen it looking like a market. So right, would you buy your jewellery from a market store? Or would you rather go and buy it from Tiffany’s on 5th Avenue?
I’ve been to Tiffany’s on 5th Avenue and looks pretty swanky. They charge a lot of money.
If it was on a market store, they wouldn’t be able to sell it for so much. And this is the thing, it could be the same product. It is the perception. So give that perception, create it, do it. Be in control. It’s down to you. They buy you,
You’ve heard of USPs. So unique selling proposition, unique selling position. All that kind of stuff. Whatever you want to say it stands for. Use words that sell. Words such as superior, dedicated, luxury, value, quality. If you use words like that people will believe you. You then have to back it up.
So you could be a painter and decorator. We’ve all seen painters and decorators, some are as scruffy as anything. Do you have to turn up looking like that? Why not turn up in good work ware and then put your painter and decorator on once you get there, once your client has seen you, why not HAVE a lovely van?
Why not put your scruffy away and put on your nice clean ones? So that it doesn’t, or at least it looks good instead of something scruffy.
I am not a painter and decorator. I can’t tell you. But then you could charge a little more. When you say your price, you can tell someone, start it off with, ‘We are never going to be the cheapest, however…’ then you have set expectations, and the person already understands. You can get them to agree with you.
You say, let me ask you. ‘Do you actually just want the cheapest painter and decorator? Or do you want a quality job with the top paints that last twice as long as other paints?
That uses a brush that doesn’t leave, Uses a brush that’s not a budget one and doesn’t leave bristles in your paint. And that you don’t have to call me back every 6 months. Or would you rather just get the cheapest.’ Tell me. Make them decide.
They are going to have to say, ‘Well, yeah. No obviously we want a quality job.’ So there you go. So I can assure you, I am never going to be the cheapest.
However we are never to be the most expensive. But what I do give is value. You don’t want anything else other than good value for money. And this is the difference is you don’t have a go at others, you tell what you do.
Understand how that works. Clever eh? Seriously. Sold a lot of stuff in my time. Kind of used to do door to door call calling commission only.
Tuesday Toolbox Tip
This is Tuesday. It is time for a Tuesday Toolbox Tip, and as we’ve got Sujan Patel on tomorrow. I am going to talk about Mail Shake.
Well actual fact, I am not going to tell you, it used to be called ContentMarketer.io and I have used it for quite a while. And it’s a way of outreaching. Outreaching is one of the most fabulous tools, free tools ever.
Mail Shake is the new name for that. It’s his tool. Just look up, go to google, look up Mail Shake, you will find it. Its only one thing called that.
It’s really really really clever. And if you can’t get the money back that you spend on it, it’s like say $20 a month or something like that. If you can’t get the money you spend, you are not doing it right.
Anyway, and then listen to Sujan Patel the guy who is the owner of said business amongst others tomorrow because he is very good. Okay, talk to you soon.
