How To Deal With Bargain Hunters And Price Shoppers By Lei Wang At Isnare.com Ezine Articles

Do you believe that the better your product or service, the more it will sell, and soon the world will beat a path to your door?

Do you ever feel like pulling your hair out trying to convince people that your stuff is superior quality?

Do you ever get so frustrated because no matter how you try to explain, some people are so thick headed, the only difference they can see is the price?

If you answer “yes”, you have a marketing problem. And advertising is not going to be your magic solution. In fact, it will only make your problem worse, and that’s exactly why so many ads don’t work.

Anyone can make a better hamburger than McDonalds, but not many can sell as many burgers as they do.

Your customers usually can't judge the quality of your stuff. You are the expert, they're not. The best and worst often look just the same to them. Until they experience the difference in quality, all they see is the difference in price.

If you want to attract a better class of buyers who won’t haggle over the price, you need more than just buying advertising space or designing company brochure…

I’m going to let you in on a trade secret in the marketing profession…
The most generous buyers aren’t the ones with most money. They are the ones with the most desperate problem.

Having them stand up and identify themselves to you is the most difficult part, then it’s simply a matter of putting yourself on the same side of the table and position yourself as the expert adviser.

The formula of turning Bargain Hunters into Eager Buyers consists of three steps:

Step 1: Sell the problem before you sell the solution. And if you can emotionalize the problem and make them feel they own the problem, your solution will fell like a god-sent.

Step 2: Rule of thumb - hold yourself back and don’t scare them off. Take the time to educate them on the product or service before asking for their credit card details, then price will no longer be a problem.

Step 3: Persistent pursuit – most people aren't willing to hand over their credit card details at the first visit to your website. 90% of my sales come from follow up messages. If you want to find out how to works, visit my website for a live sample.

Step Three is the most vital stage in your sale process. And if you carry out the steps in the exact order, soon you will be able to generate a steady stream of eager customers lining up to do business with you.

You can apply the principle no matter what industry or profession you are in, whether you are a product developer, the owner of an eCommerce store, workshop trainer or tax attorney…

Let's examine the following advertisements from two different mortgage brokers.

YES HomeLoans
Pty Ltd CAN 089 135 508

Consistently Better Home Loans (myBusiness Awards)
Home Loans
Lines of Credit
Investment Loans
Business Loans
CALL US ON 131 YES

AND...

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5. Shopping for a mortgage

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Take a guess, which ad will attract more and better quality responses?
“Call us on our toll free number and
we'll let loose a team of sale reps after you”

“Order today and we'll teach you everything you need to know about buying your dream house at the best price and best finance rate”

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