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Will You Add? - How to Create a WIN/WIN When a Prospect Requests a Discount
If you’ve studied marketing at all, chances are you’ve run across the phrase Unique Selling Proposition, or USP. That’s because having a strong USP is critical to marketing your business effectively. You see, your USP is what sets you apart from the competition. It’s the reason why—all other things being equal—someone would choose to do business with you instead of the guy down the street. It is also the reason someone should buy your product or service
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Then please tell me how they get away with saying "Advertising works". A recent report by America's Association of National Advertisers claims, "Marketing accountability is still often an activity trapped within the silo of the Marketing function".It would seem that the findings underscore last summers "Marketing Accountability Survey" in which 60% of respondents reported no cross-functional involvement whatever within their company!And so th
However, the way in which you handle this request will ultimately have an effect on the value that is placed on you and your services by this potential client.
If you immediately say "yes," and offer your service at a discounted rate, what do you think your potential client is going to think?
You can bet it's probably something along these lines:
- Hmmm...She sounds like she'll work for peanuts. She must not be very good if she's this desperate for my business."
- “I wonder how far he'll lower his price to get me as a client? Maybe I should push the envelope a bit more and ask for an even bigger discount."
- “I guess the original fee was not 'real.' Am I being deceived here? I don't get the feeling I can really trust this person."
- “I guess she doesn't think she's worth her fee, or she wouldn't have been so quick to discount in the first place."
- “Wow. That was easy. I'm never going to pay this guy his regular rate. I'm going to make a mental note to ALWAYS ask for a discount whenever I need his services."
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When it comes to promoting your business, keyrings are a great way to get your name out there to customers and show them that you have an interest in their lives and in their needs. You will have to show them that you understand their tastes and want to give them something classy to remind them of you, and for that, metal promotional keyring sare a great choice.Metal promotional keyrings can be cast in nice shapes like a classy circle rather than a
If you immediately say "yes," and offer your service at a discounted rate, what do you think your potential client is going to think?
You can bet it's probably something along these lines:
- Hmmm...She sounds like she'll work for peanuts. She must not be very good if she's this desperate for my business."
- “I wonder how far he'll lower his price to get me as a client? Maybe I should push the envelope a bit more and ask for an even bigger discount."
- “I guess the original fee was not 'real.' Am I being deceived here? I don't get the feeling I can really trust this person."
- “I guess she doesn't think she's worth her fee, or she wouldn't have been so quick to discount in the first place."
- “Wow. That was easy. I'm never going to pay this guy his regular rate. I'm going to make a mental note to ALWAYS ask for a discount whenever I need his services."
You see, wh
To become a dentist, an individual must go to a medical college like regular medicine students and specialize in dentistry. Dentistry is the science that deals with the prevention and cure of diseases and ailments related to the teeth and mouth. However, many people who educate themselves in dentistry think that they can only practice as a dentist. However, there is a whole range of opportunities in this field. Dentistry has a variety of jobs within the fie
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Carve out a market position to maximize your marketing investmentIn the marketing world, positioning is a relatively new concept. Introduced in 1982 by marketing gurus, Al Ries and Jack Trout, the idea behind positioning is to clearly define what your practice represents to the patient. Through this unique position, a level of mindshare is devoted to your practice. These positioning efforts should clearly communicate what your practice offers.
You see, wh
There are arguments raging over efficacy of Six Sigma in all aspects of business processes. Take, for example, the case of billing your customers. If the process is fundamentally defective, where Six Sigma fails to take a strategic and holistic approach without focusing on the flaws inherent in the system itself, Six Sigma’s outstanding abilities to unearth root causes of inefficiency can’t be questioned. It deploys analytical and statistical tools to expos
You see, when you instantly give a discount without asking for anything in return, you create a win/lose situation--and guess who loses? What's worse is that just because you've agreed to give a discount, doesn't mean you'll get the sale. Over 85% of the time, discounting actually damages your credibility--to the extent that your prospect who was, up until moments ago, ready to hire you, no longer trusts you, nor wants to do business with you.
But hold on!
What if you were to handle this conversation in an entirely different way?
Let's say you respond to the discount request with a question such as, "Tell me, Mr. so and so, why is it that you would like a discount?"
By asking this question, you'll have a better understanding as to the WHY part of the request. Based on his response, you can proceed using either one of the following solutions:
Solution Number One:
Use this approach if you'd like to do business with the prospect, but you think money t
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