IGobyTerry
10-15-2006, 08:25 PM
"People don't want to be sold! People want to buy!" - Jeffrey Gitomer
We've all seen the TV show cops haven't we? Everyone knows the miranda; "Anything you say or do can be used against you in the court of law." Even the criminals who profusely claim innocence, leave behind some kind of evidence convicting them of the crime. As sales people, we can all be convicted of a crime; selling people on our service, rather than giving them a reason to buy our service.
One of the top questions posed here at WHT, is the standard; "how can I get people to buy my service?" Unfortunately the usual way they respond, is by lowering their prices. That's the wrong response. Instead, it's your duty to figure out what your customer wants, and how you're going to give it to them.
With your typical customer for web hosting, what do they want;
Fast & Friendly support
better uptime
additional features
These call all be defined as tools, that create their success. If your customer is successful, you'll be continue to be successful. This is your opportunity as a web host, to give them the value, that makes them want to purchase your service. Stop thinking of your service as a commodity, instead start thinking of it as a limited edition and those who buy are the extrodinarily lucky ones. Those that purchase on the value, will cherish your services much more greatly than those who purchase on the price. Because who will be happier the long run; the customers who's website is down 30 minutes a month and is paying $50 for the service, or the customer who's website is down 30 minutes a day and is paying $1.99 for the service? Clearly the customer who's paying more will be happy. And let's be truthful, the customer who buys on price will be a complete pain in the *** -- probably because they're unhappy.
How are you going to give value, and give the potential customer a reason to by? Investigate them! Remember the miranda rights that a copy says; "Anything you say or do can be used against you in the court of law." Let's modify that to make you a successful sales person; "Anything you say or do, can help me give you a reason to purchase my service." They're giving you opportunities that will help you give them a reason to buy. If a customer says; "Sorry about the late response to your email, it got stuck in between some spam." There's your opportunity to give the customer a solution to how your service can help eliminate spam, saving the customer time, and money. That's added value, and that's what adds one more loyal customer to your clientele list.
We've all seen the TV show cops haven't we? Everyone knows the miranda; "Anything you say or do can be used against you in the court of law." Even the criminals who profusely claim innocence, leave behind some kind of evidence convicting them of the crime. As sales people, we can all be convicted of a crime; selling people on our service, rather than giving them a reason to buy our service.
One of the top questions posed here at WHT, is the standard; "how can I get people to buy my service?" Unfortunately the usual way they respond, is by lowering their prices. That's the wrong response. Instead, it's your duty to figure out what your customer wants, and how you're going to give it to them.
With your typical customer for web hosting, what do they want;
Fast & Friendly support
better uptime
additional features
These call all be defined as tools, that create their success. If your customer is successful, you'll be continue to be successful. This is your opportunity as a web host, to give them the value, that makes them want to purchase your service. Stop thinking of your service as a commodity, instead start thinking of it as a limited edition and those who buy are the extrodinarily lucky ones. Those that purchase on the value, will cherish your services much more greatly than those who purchase on the price. Because who will be happier the long run; the customers who's website is down 30 minutes a month and is paying $50 for the service, or the customer who's website is down 30 minutes a day and is paying $1.99 for the service? Clearly the customer who's paying more will be happy. And let's be truthful, the customer who buys on price will be a complete pain in the *** -- probably because they're unhappy.
How are you going to give value, and give the potential customer a reason to by? Investigate them! Remember the miranda rights that a copy says; "Anything you say or do can be used against you in the court of law." Let's modify that to make you a successful sales person; "Anything you say or do, can help me give you a reason to purchase my service." They're giving you opportunities that will help you give them a reason to buy. If a customer says; "Sorry about the late response to your email, it got stuck in between some spam." There's your opportunity to give the customer a solution to how your service can help eliminate spam, saving the customer time, and money. That's added value, and that's what adds one more loyal customer to your clientele list.