Are you competing on price?

When you're overcoming objections with your client you might come across the suggestion that they can get the same product or service at a lower price somewhere else.

Ouch!

You’ve ended up in a price war. You’ll never win that one!

Here, you're dealing with people that are shopping on price and that means that value isn't really coming into the equation for them.

You’ve got to flip that script and start talking value.

Do they understand the value that you deliver?

When you offer your services based on value and you still get a customer saying to you “You know I can get this a lower price elsewhere”, then you know that you haven't been successful at communicating the value – the transformation.

What is the value that you offer? Get this crystal clear in your mind.

Let your customers understand what they're going to get as an outcome working with you.

Let’s take something you can’t bargain on, where there’s no obvious price war – Facebook ads.

You take out your ad and you pay the going rate. You need to see if it gives you a return. If you pay $100 and you get $10,000 in sales, it’s worth you investing in. The outcome is great.

So, when customers say to you: “I can get a lower price elsewhere”, you know you need to make them see the value. You need to make them understand that they aren’t comparing apples to apples but apples to pears.

What is different about you that they're getting?

Will they get results quicker with you?

Will they avoid costly mistakes with you?

Will they get a community to support them with you?

You've got to sell the value of all the things that come along with your offer not just the offer itself because if people are comparing you, you’ve got to make sure they aren't comparing apples and pears.

If they're comparing apples and apples and someone else is doing it cheaper and they're just as good, you have no LEVERAGE.

You need to sell the DIFFERENCE. That's where your strong branding comes in.

Your SYSTEM really comes to the fore here because, if you have a unique offer, they can't be comparing apples to apples anymore. They're comparing apples to pears.

Then it's your job to close the sale by pointing out the fact that you're selling a pear not an apple and how that pear is juicier than the apple.

Flip that script from apples to pears!