Quote:
Originally Posted by Sjdj12995
How about using a 'fake' price list and verbally discounting from there? We used to do that when I was in cars...
When you're talking to the prospect, sell the 'sizzle.' In a broad aspect, the products can appear to be the same as a competitor is offering, make sure you're accentuating the differences and what added value they get from you that no one else is mentioning. They might be offering some of the same services or options, but if they don't specifically mention them and you do, it can be perceived as an advantage for you.
We went with the highest priced photographer for our wedding, and I'm sure it was no coincdence that he spent the longest time with us going over every detail of what services he would be providing and what finished product options we had available to us. A far cry from the one we saw who gave us a package list and couldn't even guarantee who would do the actual photgraphy.
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Thanks, in the past I think I have neglected to emphasize all the extra things I do for my clients.
But from now on I will be sure to break down every little bitty thing I throw in!
Thank you for the advice!