How to deal with bargain hunters and price shoppers

Do you believe that the better your product or service, the more it will sell, and soon the world will beat a path to your door?

Do you ever feel like pulling your hair out trying to convince people that your stuff is superior quality?

Do you ever get so frustrated because no matter how you try to explain, some people are so thick headed, the only difference they can see is the price?

If you answer “yes”, you have a marketing problem. And advertising is not going to be your magic solution. In fact, it will only make your problem worse, and that’s exactly why so many ads don’t work.

Anyone can make a better hamburger than McDonalds, but not many can sell as many burgers as they do.

Your customers usually can't judge the quality of your stuff. You are the expert, they're not. The best and worst often look just the same to them. Until they experience the difference in quality, all they see is the difference in price.

If you want to attract a better class of buyers who won’t haggle over the price, you need more than just buying advertising space or designing company brochure…

I’m going to let you in on a trade secret in the marketing profession…

The most generous buyers aren’t the ones with most money. They are the ones with the most desperate problem.

Having them stand up and identify themselves to you is the most difficult part, then it’s simply a matter of putting yourself on the same side of the table and position yourself as the expert adviser.

The formula of turning Bargain Hunters into Eager Buyers consists of three steps:

Step 1: Sell the problem before you sell the solution. And if you can emotionalize the problem and make them feel they own the problem, your solution will fell like a god-sent.

Step 2: Rule of thumb - hold yourself back and don’t scare them off. Take the time to educate them on the product or service before asking for their credit card details, then price will no longer be a problem.

Step 3: Aggressive pursuit – to see the process live in action, sign up for my *free* marketing lesson “How to Attract All the Business You Can Handle and End Cold Prospecting Forever Without Spending A Dime on Advertising”. Check out my bio section for the web link.

Step Three is the most vital stage in your sale process. And if you carry out the steps in the exact order, soon you will be able to generate a steady stream of eager customers lining up to do business with you.

You can apply the principle no matter what industry or profession you are in, whether you are a product developer, the owner of an eCommerce store, workshop trainer or tax attorney…

Let's examine the following advertisements from two different mortgage brokers.

====================================================

***YES HomeLoans***

Pty Ltd CAN 089 135 508 Consistently Better Home Loans (myBusiness Awards)

Home Loans Lines of Credit Investment Loans Business Loans CALL US ON 131 YES ====================================================

AND...

====================================================

How to buy your dream house at the best price and best finance rate * * * * * * * * * * * * * * * * * * * * * * * * * *

Buying a house is one of the largest and most important investments you'll ever make. As with any big investment, careful planning and organization are necessary to get the best four walls and roof your money can buy.

Turn to this eFormKit -- it includes seven easy-to-use forms that help you accomplish important tasks, such as:

1. Profiling your "dream" house 2. Prioritizing the features of each house you visit 3. Comparing the houses that you visit 4. Determining how much you can afford to pay 5. Shopping for a mortgage ORDER YOUR COPY NOW!

====================================================

Take a guess, which ad will attract more and better quality responses?

“Call us on our toll free number and we'll let loose a team of sale reps after you”

OR “Order today and we'll teach you everything you need to know about buying your dream house at the best price and best finance rate”



To learn more about this author, visit Lei Wang's Website.

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