It's all about perception, really.
We are paid less for what we know and do---what we think is our true worth---than we are for our 'perceived value'.
For example, I asked everyone who told me what ebook they'd buy, "What's the maximum price you'd pay for it?". Answers ranged from $0 to "unlimited". Most were $100.
But we'll lay out over ten times that to attend conferences at distant places (e.g. MDRT meetings) with no idea as to whether anything we hear there will benefit us.
While a book, or ebook that we've chosen for its relevance may be far more profitable, and cost a fraction.
But we convince ourselves that the MDRT meeting has greater value that justifies its high cost
This is not a criticism. We are all like that.
It's an insight into our nature, and the nature of clients, and prospects.
The greater its 'perceived value', the more we are willing to pay for a product or service.
This relates directly to our earning power. The more your 'perceived value' the more you are able to earn.
So the secret of making more money is to increase your 'perceived value' to your prospects and clients.
The operative word is PERCEIVED. They have to see what you are doing for them, and be reminded of you, and your value to them frequently.
So, what you are doing to help your clients understand how you benefit them?
And ask yourself if they actually 'perceive' it.
How Is Your Value Perceived - To learn more about this author, visit Donald F. Pooley's Website.
Like this article? Share it with your friends
 |
Related Articles |
|
 How Is Your Value Perceived
|
| |
It's all about perception, really.
|
|
Buying the Benefits
|
| |
The word benefit comes from two French words; bein or bon meaning well or good, and fit from faire or fait meaning to do or to make, so a benefit is what your product or service does that will fit well or do a good ...
|
|
Value Over Price Preserves Profitability
|
| |
One way to add value inside of this business equation is to buy a customer's business by offering the lowest Price. You already know that may get you a short-term sell at the expense of short-term and long-term prof...
|
|
Why People Buy
|
| |
People buy what a product or service will do for them , what they will gain, the benefits, not products. So we need to answer to the all-important question:
“What’s in it for me?
|
|
Get Them to Act on Your Sales Offer
|
| |
How do you get a complete stranger to buy from you? That’s one of the biggest challenges you face. Your ability to overcome that challenge greatly impacts your sales success.
|
 |
Related Businesses - Evan Elite Authors |
|
The Evan Elite Authors program is currently in beta phase. For details please contact us.
|
|
|
Donald F. Pooley
(Visit Donald's Website)
Don Pooley, the author of this article,
allows you to publish
it if you include these credit lines:
Copyright 2005, Donald F. Pooley, Inc.
Don Pooley CLU, CFP, CHFC, "The
Advisor's Advisor" has shared
his marketing know-how with audiences of
life insurance men
in all major Canadian cities, London,
Australia, Chicago, New
York, San Francisco, Hong Kong, and
Singapore, and now in his
free ezine. To get more ideas on marketing
your services, plus
free ebooks, subscribe now at www.eTIP.ca/
|
|
|
|
![[Get Copyright Permissions]](http://license.icopyright.net/images/icopy-w.gif){kind=small}
