Posts Tagged ‘Pricing’
Digital Coupon Marketing [Infographic]
Think that coupon marketing is just for the bigger domineering brands? Think again. Digital coupons are an easy and effective way of attracting new customers and rewarding existing customers. 92% of consumers used a coupon in 2013.
Read More Flying Blind
Imagine that you’re a seasoned pilot. You’ve filed your flight plan, then a massive snow storm hits. Visibility is zero and the winds are gusting up to 30 knots. Are you going to take off?
Read More How to Win a Prospect in the B2B Price War
We invariably talk about the cost or price of a product or service that we are either buying or selling. However, when we are ‘on our game,’ B2B we’ll use the word investment or introduce the idea of value.
Read More When Buyers Behave Irrationally
Being known for consistently high quality increases the desire buyers have for your offerings as well as the premium they’re willing to pay.
Read More How to Turn Down Clients Without Alienating Them
If you’re still building your customer base, enhancing your reputation, improving the quality of your services or products, acquiring customer testimonials and developing a ground-swell of word-of-mouth support, then you’ll likely be exceedingly grateful for—and accept—every client walking in the door.
Read More Why Are They Buying?
Until we and the customer have really internalized why they need to buy, every deal is at risk. What are they trying to achieve? Why are they trying to do it? What are the consequences of not doing it? Why is it important to them now? What’s driving their need to do something?
Read More Losing the Negotiation Before It Starts
Sales people seem to be obsessed with negotiation. They read books, they take all sorts of classes, they strategize “negotiation” sessions. Oddly, when I push on the negotiation issue, most negotiations that sales people focus on are about price.
Read More The Wrong Hero
If you want your marketing messages to translate into sales at premium prices, tell stories in which customers and prospects can experience the joy of your offerings—even if they haven’t tried them yet.
Read More In the Eyes of the Beholder
While price is a dollar amount, value is the relative worth or desirability of a thing (product, service, idea, opportunity, etc.) to the end user or beholder.
Read More Are Declining Sales OK?
Most business owners think that you have to grow your sales from year to year. But is that really true? Volume is vanity. Profits are sanity.
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