Thursday, September 5, 2013
LET ME UPGRADE YOU
After
years of driving the same old car it’s finally time to go ahead and buy you something
new and shiny. You know what you want, what you can pay and head off to the
dealership. After looking around, there it is-the perfect car, in the perfect
color and it fits right in your budget. On your trip to the finance office, the dealer
wants to show you one last car. He then shows you the perfect car, in the
perfect color but this one has leather seats with warmers, a built in GPS, it
comes with satellite radio and it even has talk to text. This is one so much
better and you are smiling from ear to ear. Then he tells you the price, this
one is a whopping $3000.00 more than the first car, but it’s so nice and it
will only be $35.00 more dollars onto your monthly payments. You bite the
bullet, get it and roll off the lot feeling like a million bucks.
What just happened?
You had a plan, you knew what you wanted and what you could pay but somehow
things went differently. Guess what- You
were upgraded!
This is a strategy that you should also practice in your
business. Many people will come to you with preconceived ideas that know
exactly what they want/need, however this not necessarily true. Clients or potential clients may believe that
they know exactly what they want without having explored all of the options.
It’s part of your job to make sure that they are aware of all of the choices
available to them.
Price will not always be the deciding factor, explain the
value, and show the benefits. When
preparing your price points always have more than one category or level of
service to offer. I suggest 3 levels minimum: Silver, Gold and Platinum (or any
names that you deem fit).
The most effective way to determine how you can upgrade your
clients is to listen to what their needs are.
You can learn clients’ needs using a variety of methods. Two methods
that I find helpful are: 1. Schedule a consultation or discovery session 2.
Have the client to complete a predesigned questionnaire. Once you know what
they are looking for, you can pitch the most fitting package that you offer.
Explain how you can solve their problem or cater to the pain
point that they have. Benefit and value are what secures clients, be sure to
upgrade your client’s as necessary.
