Increasing the perceived value of your goods and services is one sure-fire way of making more money, right? After all, perception is reality and increasing your perceived value lets you easily charge more money. But for some people this just isn't an easy thing to do. Many entrepreneurs get "stuck" when it comes to asking for money, or asking for more money. Here's one way to get around this -- hopefully you'll be able to use it. If you're ever stuck for an analogy about your prices, or about part of the process of what you do, a good rule of thumb you can always fall back on, is to use medical analogies. For example, "Sure my copywriting fees are high -- but let me ask you this: Which doctor do you want performing heart surgery on your life -- the "cheap" doctor... or the guy who's charging you a premium for his services?" If you really want to be dirty, you can say "If your son or daughter needed open heart surgery... which doctor would you want performing the operation -- the guy who was charging the most money... or the "discount" heart surgeon?" Or how about this one, "Once we meet, I'll ask you a series of questions about your background and how you came to develop your current thought processes. Kind of like when you go to the doctor for the first time and they ask you all sorts of questions about your health... your parents health... what kind of foods you're eating... and your fitness and lifestyle habits. Make sense?" Why is using "health care" such a safe bet? Simple: It's something absolutely every single person on the face of this earth, who lives in an industrialized country... can relate to, and for many of your prospects, you'll also be touching a nerve with it since health is such a critical issue. And "bonding" with your prospects is one of the most important "inside secrets" to making your sale. Now here's something exciting: Tomorrow, my family and I are moving across the state to the Tampa Bay area. So if you don't hear from me for a few days, it's because they DIDN'T install my broadband and my electricity WASN'T hooked up like they told me it would be. One thing I've discovered (besides "moving sucks") is that I'm excited about exploring a completely new area. It'll be like a new adventure for us. Figuring out where to go... and what to do... (and where to NOT go and what NOT to do) is something I'm looking forward to doing, especially with my wife and kids. Just think, how many times in your life does "finding a new restaurant" become something you're looking forward to? And since every day you wake up is kind of like the first line of the first page of whatever it is you're writing... I'll bet you a dollar to a hole in a donut, that on this adventure... I'm getting ready to write... some very powerful... best-sellers. Now go sell something, Craig Garber
www.KingOfCopy.com P.S. Check out all the prior archives you've been missing, right here at: http://www.kingofcopy.com/tips/tiparchives.html |
