Not long ago a friend told me about a local health club in her area in the United States. When the club was under construction the owners opened a pre-sale offer and charged members approximately $20USD (or 12 pounds) per month for membership. After the opened they began charging a $170 sign-up fee on top of their $20 per month membership.

It’s a huge health club with lots of equipment and amenities. It’s in a decent location. Still, even at this relatively inexpensive price, the economy is taking its toll. Guess what they’re charging now?

They’ve now moved to a $20 sign-up fee and are charging $9.99 per month for membership. Imagine that – paying only $120 per year (75 pounds for us) for a gym/health club membership!

Sounds great, doesn’t it?

It’s really not.

The problems here are many. The health club is struggling so they lower their prices. As they cut prices they reduce the amount of income they bring in (or had budgeted to bring in) and before you know it they don’t have enough money to pay all the bills. They get rid of a few trainers and staff members and suddenly there isn’t enough staff on site to serve the customers properly. More customers end up leaving the club because they’re unhappy.

All this health club managed to do was to extend his fate a little while longer. Unless they can find a way to better their customer service experiences without slashing prices they’ll never succeed. They’ve essentially doomed themselves to failure.

So I ask you this – do you really need to cut prices in order to make a sale? Probably not. Choose a reasonable price and remain firm. As your competitors clamor to offer lower prices just remember that they can’t survive on that type of income forever. They’ll either change back or fail and when that happens you’ll be ready and willing to service their lost clients.

Sean

Sales Expert - Marketing Consultant – Motivational Speaker

Let’s say you’re at a networking function and you spend a good 30 minutes speaking to an individual you may be able to work with at some point down the line. You might be able to sell him your products or services or you might be able to form some sort of joint venture. Whatever the case, you are preparing to end this stunningly productive conversation by handing your new contact your business card.

BORING

Sadly, if your only plan is to hand your prospect a business card you might as well just dump all of your business cards into the nearest trash bin. Your card will likely make it into the pile of “business cards from networking events” this gentleman already has on his desk back in the office. Your card will not stand out from the rest and, as a result, you will be forgotten.

So what should you do?

Make a show out of not just giving your business card but of taking out a pen and writing something important on the card. Write your personal email address (as opposed to your business address), your home phone number, your cell phone number – something that isn’t pre-printed on the card to begin with.

Doing so will make the person you’re working with feel special – as though he or she has access to you on a level not many others share. You will have personalised the experience and, as a result, given yourself a better chance of hearing from that person again in the future.

Sean

Sales Expert - Marketing Consultant – Motivational Speaker

How many times have you walked into a store to look for help only to be met by some gum-smacking teenager with a sourpuss look on his face. It’s almost as if you’re interrupting his day by asking him to do his job. He’s unenthusiastic, sullen, and simply doesn’t care.

Are you the same way about your job? Considering the economy I can’t say that I’d blame you if you felt this way every once in a blue moon but even if you do you can’t let the way you really feel shine through. You need to dig deep and find the enthusiasm you once felt towards your job and the products you sell.

Why?

Because you’re not a very good liar. None of us are. Our disdain – our lack of belief, our lack of commitment – shows on our faces and can be heard in our voices. You might try to appear enthusiastic on a bad day but your facial expressions and overall body language will give it away. You just don’t care about what you’re doing so why should your prospects?

Take a step back and consider what you look like when you speak to others. Practice speaking to yourself in the mirror (especially when you don’t feel like it) so that you can learn how to alter your outward appearance. Practice makes perfect and if you keep practicing it won’t matter if you’re upset, tired, or even sick on the day of your next presentation – you’ll still appear as if you really, truly care.

Sean

Sales Expert - Marketing Consultant – Motivational Speaker