Pricing Secrets Of The Super Wealthy.

PRICING

You should know your competitors’ price point.  You should realize that in your prospects mind, they are comparing what you’re doing and saying to the competitors’ price. This is the first basis of comparison that your prospects are using in their judgment. Do a price and value comparison, it is a great way of building upon the gap between you and your competitor.

An effective way to demonstrate the price comparison is the clearly written illustration showing the “problem/solution” method of marketing, thus pointing out the advantage that you offer over your competitor. Again, you are moving your prospect through an emotional buying sequence that gets them a little bit closer to making that sale. 

Put together a pricing analysis.  Demonstrate the value in your service and demonstrate your excitement about it (it may helpful to have a third party review the package).  Sometimes you need an outside, independent person to look at it and say, "Wow!”  Based on what you said and what you showed me, there is such justification for doing this. Ultimately, you want to fine-tune your offer in order to filter out any possibility of a negative emotional response like: "Yeah, it looks like a pretty good deal. I’d probably do it if . . ."

Again, a great way to test your strategy is to have all of your justification tools in place, such as: sales letters, brochures, advertising and marketing campaigns, including past patient’s case studies and recommendations. You can easily test them out with independent outside sources.

Your biggest competitors’ patients have already been converted to believing in your services.  Now your job is to offer greater incentives than your competition.

1. So what we’re looking for is a way to capture and maintain those prospects and future patients. 
2. You’re targeting patients and prospects that have already made the decision to buy.  They haven’t made the purchase yet; and if they haven’t bought yet, they just need to buy from you! 
3. Now you are opening up to the possibilities, and opportunities, of gaining a greater share of your marketplace.

There is so much more gold in those patients who have done business with a competitor! They’re just waiting for a reason to change loyalties.  It is certainly better than investing your hopes and marketing budget on the small stream of future prospects that have never purchased your services.