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How_To_Get_More_People_To_Respect_Your_Value

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					Title:
How To Get More People To Respect Your Value

Word Count:
662

Summary:
Discover some fantastic ways to make sure people are happy to pay more
for your product and service instead of shopping around for the cheapest
price elsewhere!


Keywords:
advertising value, copywriting, bonuses, business advertising, business
profits, unique selling proposition


Article Body:
Doesn't it suck when people don't respect the price you charge? When
they always want a special deal? Well guess what? It's probably YOUR
fault! When people ring around for quotes on price, and it happens a lot
with Yellow Pages directory ads, they'll ring 2-3 businesses usually.
That's what everyone has been 'trained to do as consumers, and it's the
ads that force them to. How? All the ads look the same!

Just think about when you need a service, say your lawns mowed. So you
open the yellow pages and look up lawn-mowing, and there are dozens of
ads with people wanting to mow your lawn. So who do you choose?Whoever
is cheapest, right? And why? Because all the ads look the same, so
there isn't anything that makes one business different from the next.
And if that's the case, the only difference comes down to the price!

Makes sense really, because if all the ads look the same then PRICE can
be the only difference between them, right? So if the ads for each
industry are virtually all saying the same thing, can you understand that
you're educating your market to base your value on price? Then what you
need to do is create a unique selling proposition that will make you
STAND OUT from your competition.

Now let me explain what a unique selling proposition is and how you can
get one for your business. Every day we are subjected to about 4,000 to
5,000 advertising messages, so we all need to do work a bit harder to
stand out from the crowd, and that's what the USP will do for you. It's
that CORE reason that someone should buy from you. And here's a great
tool for finding your USP in half an hour.

Grab a piece of paper, and draw a straight line down the middle. On the
top of the left-hand column I want you to write "You know how...." And
here is where you write down all the things that your competitors do
badly. Now we are just building a list, so don't be critical of what
you're writing, or how you write it.

At the top of the right-hand column write "Well what we do is..." And
here you write down all the things that you do that are great, basically
laying out ALL your cards. Once you've done this, you should have a list
of what your competitors do, and all the things you offer which are
different from them, and this is what you base your Unique Selling
Proposition around.

And if you haven't come up with anything from this exercise, then you
need to create something to be different! Once you have a USP, then turn
it into a statement everywhere your advertising goes, as a reason why
someone should do business with you over anyone else!

Another great way to make sure your customer is happy to pay extra for
your business is what's called 'dollars for cents' copy. We all love a
bargain, right? What this means is to throw in so much value it's not
funny. Say for example you have a $99 product for sale, and you throw in
$300 worth of free bonuses, you'll make sure the customer comes out way
in front in terms of value. So they are paying you just 'cents', but
getting 'dollars' back in value.

The key with this method is to make sure the bonuses you throw in are low
cost to you, but high perceived value to your customer. You could offer
a free report, cd or dvd, any type of information products like this are
quite inexpensive to produce, yet the information contained within could
be very valuable to your customers. This makes the buying decision so
much easier when your customer is getting much more value than what they
are paying for. This is one technique you should always strive to use,
and it can literally set your sales soaring!

				
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posted:12/5/2010
language:English
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