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| Mar 18, 2008 1:17 am |
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re: re: Why do people think that they can get things for free? |
Lindy Asimus
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This was a great thread to resurrect! Good ideas, everyone.
Have you noticed though, that it isn't just customers who want a deal? How about the people on Ryze...do they want "free" too?
I've had accountant clients, complaining about not getting enough referrals. "How many people have you referred to your business clients in the last month?" Silence. Ah huh.
It can be useful to observe - are we doing the same thing we are complaining about from others?
Someone raised an interesting point in the thread above, that was well stated, and pointed to what might be the real issue, and that is that closing the deal is sometimes the difficult issue for business owners. Making objections, is a customer's "job". Dealing with objections, is part of the territory. Mostly it happens that the real issue may not be the one that they say.
"Too expensive" - is a reflection of their values, not necessarily the value of your product. Behind "too expensive" objection, may be an underlying fear "I don't think I can afford this and I am not sure that it will work anyway." They may not really understand how important it is to get the brochure out there, or undertake a written marketing plan, or spend money on advertising, or whatever. They may not believe they need a brochure... or they may be leery about getting one because that commits them to take action and face possible change. Scary!!! ;-)
On the other hand they might be just yanking your chain, and that's because they think that is part of the game. That's about what it is too. And it helps to recognize that there are things that will happen in running a business that will stretch our comfort levels. Getting your dime out of those clenched fingers might be one of them.
But hey, you got us, when it's all over.
Just another Story Along The Way, eh?
I saw a speaker once, who owned a bakery in a very small town. 3000 people lived in the town. He turned over $2million each year in stock. His view on discounting was simple. He sold retail. When asked for a 20% discount on one large regular bread order, he said:
"Sure. I can make it, but
you probably won't like it much.
Which 20% of ingredients do you want me to leave out?"
Regards
Lindy
http://www.designbusinessengineering.com
Private Reply to Lindy Asimus (new win) |
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