Sales: BEAT YOUR COMPETITION WITHOUT CUTTING YOUR PRICE

BEAT YOUR COMPETITION WITHOUT CUTTING YOUR PRICE

Written by Bob Leduc

One way to beat your competition is to charge less for a similar product or service. But you can also beat your competition when your price is higher. One of repparttar

best ways to avoid price competition is to become a specialist in a narrowly defined targeted market.

RELATING IS MORE IMPORTANT THEN PRICING

I recently spoke with repparttar 127502 creator of a marketing program for new business owners. He could have confronted repparttar 127503 established competition and competed with a lower price. Instead he decided to target prospects in 2 types of businesses he had worked with before -- insurance sales and MLM marketing. He knew a lot about repparttar 127504 operation of each business and repparttar 127505 people who worked in them.

He created a separate web site for each type of business and customized repparttar 127506 content to appeal specifically to prospects in that business. The site for insurance sales people looked repparttar 127507 same as repparttar 127508 site for MLM marketers. But repparttar 127509 content was totally different.

His plan worked. Sales are running almost 50 percent ahead of projection ...even with a price that's 15 percent higher than similar programs. He built a successful business in a highly competitive market by becoming a specialist.

CUSTOMERS LIKE TO BUY FROM A SPECIALIST

People like to do business with a specialist who has a unique insight into their situation. They feel confident about getting what they expect from a product or service when it is proposed by somebody who understands them and their unique needs.

Most customers or clients will even pay a little more to buy from somebody who thinks like them. It's worth it to avoid repparttar 127510 risk of being disappointed because they bought from somebody who didn't know anything about their special situation.

YOU'LL SELL MORE AS A SPECIALIST

Targeting a niche market enables you to design your sales messages with great precision. You can cater to specifically defined interests of prospects and communicate with them in their own style. More people will buy when they feel you are talking directly to them about their individual needs.

HOW TO USE 'THE BIG BENEFIT' TO INCREASE YOUR SALES AND PROFITS

Written by Bob Leduc

People buy products or services from you because they expect to gain a benefit. The benefit is more valuable to them than repparttar

money they spend to get it. You can use that benefit 3 different ways to increase repparttar 127501

results produced by your marketing efforts.

1. Immediately state repparttar 127502 benefit to draw repparttar 127503 prospect into your promotional message. 2. Dramatize repparttar 127504 feeling of enjoying repparttar 127505 benefit to intensify your prospect's interest. 3. Stimulate your prospect to start enjoying repparttar 127506 benefit NOW by taking immediate action to get it.

Apply all 3 of these when you develop any promotional material -- including repparttar 127507 content of your website.

1. STATE THE BENEFIT IMMEDIATELY

...to draw repparttar 127508 prospect into your promotional message. State repparttar 127509 benefit in repparttar 127510 headline of your ad, repparttar 127511 first sentence of your sales letter or in a title at repparttar 127512 top of your webpage. Use it as repparttar 127513 opening of your audio or audio-video promotions. It immediately captures your prospect's attention and provides a compelling reason to continue reading or listening.

For example, I recently saw this headline at repparttar 127514 top of a webpage: "Increase Your Online Profits 40% Now". The website offered businesses repparttar 127515 service of accepting credit card payments online.

2. DRAMATIZE THE FEELING OF ENJOYING THE BENEFIT

...to intensify your prospect's interest. Use a word picture to help your prospect visualize repparttar 127516 feeling of enjoying repparttar 127517 benefit you offer. Here are 3 examples you can use as models for developing your own word picture:

"Know all your bills are paid as you and your family leave on a 2 week vacation." (a financial planner)

"The pleasing aroma of this new shampoo reminds you of driving through repparttar 127518 country after a fresh spring rain." (shampoo offered by an MLM distributor)

"It's Monday morning. As you get up, all your neighbors are already on repparttar 127519 freeway trying to get to work on time. You have breakfast with your family and decide how to spend repparttar 127520 day while your customers place their orders at your new automated website." (An Internet business opportunity)

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