Why people buy...
As a business person, it is important for you to understand that only 35% of the reason people buy the products or services you offer, is because of the actual product or service itself.
The other 65% of the reason they buy, is because of what you can do or provide for your client beyond the product or service, and what that product or service does for your customer.
In other words, if you are trying to sell your clients and prospects products and services, you are wasting your time. They are only 35% interested in products and services.
Don’t Compete on Price!
But they are 65% interested in the benefits of having you involved.
You see, chances are good that your clients and prospects can buy the same product or service (or at least comparable ones) from any one of several of your competitors.
And with that product or service, your competitor may offer some additional advantages, as well.
They may have a lower price, a better quality product, some added bonuses or extra services, a location that’s more convenient, or a payment plan that fits their budget better.
In today’s tough, competitive market, it’s difficult to compete on price or product. You may be able to command an advantage for a particular period of time because you have a lower price than your competitors, but you and I both know that it will be short-lived.
The truth is, you will never be able to maintain a competitive position in the marketplace – long-term for any length of time because of the prices you charge or the products you provide.
It’ll just be a matter of time before either one of your competitors lowers their prices or duplicates (or even betters) your product, or you raise your prices because you no longer have the necessary margins to justify your prices.
They Want You!
But there’s one thing your clients can’t get from any of your competitors. And that’s YOU, and your empathy, the problem-solving expertise and the knowledge, education, and commitment to service that you bring to their particular and unique situation. As Usual, that’s how it looks from The Passionate Plan Perspective!!
Do you want to have that edge and find out AND be able to articulate your Unique Value? Contact me and get the Passionate Plan edge!
I love what I do! Facilitating workshops, retreats, speaking, working with people and organizations to help them live lives of passion and engage in meaningful work makes me want to sing and dance.
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