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What If You Never Had To “Chase” Money Again?

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15 Strategies to Smash Price Objections & Eliminate Discounting

This small business thinking really pisses me off

I’m talking discounting

Discounting… ’cause they can… just for the hell of it

*Seriously, discounting is a powerful, deep dive, pricing strategy that should only be used by experts

How many times have you been offered a discount…

WITHOUT EVEN ASKING!

Think about it

Too often I meet people who think discounting is the only way to secure business

BULL SH!T

Why on earth do people think that?

Perhaps it’s a simple case of a “discounting mentality”?

They might have worked for someone with a discounting mentality and its rubbed off

Is it because rejection freaks ’em out? (Why take it personally)

Maybe they’ve had one or two price objections so they automatically “preempt the objection” with a discount

Here’s what I really think… They just don’t know any better

What ever the reason…

Here’s the utter and total truth

Everything to do with price is psychological

WRITE language can help make price objections “take a hike”

Here’s a suggestion

RE-WORD YOUR PRICES

Some of my favourite words for cost or price are

HOSTING FEE becomes MAINTENANCE FEE

HIGH PERFORMANCE becomes LOW MAINTENANCE

PLUS GST becomes INCLUDES GST

PRICE becomes INVESTMENT

COST becomes VALUE

Does this stuff matter?

Sure does… works too

For one of my clients

Sales increased 20% on a subscription product

By simply changing “$5.00 Fee” to “a small $5 fee”

(notice there were no capital letters either?)

Here’s another strategy to beat the objectors

RE-FRAME YOUR PRODUCTS VALUE

Consider this

How can you show the purchase spread out over time

Like a magazine subscription

In the buyer’s mind, $1 a day might be more obtainable than $365 a year!

And $84 dollars a month appears so much less than $1000 for a full year

Even though they work out roughly the same

Spending $4 on a coffee a day is easy to justify

Etc, etc, etc

What can you re-frame?

Think about it

Now… This is my favourite strategy (so simple too)

VERBAL & VISUAL PRESENTATION

Research shows that removing commas can influence people

So they’ll view your price as cheaper (Visual Presentation)

When you remove a comma you reduce the phonetic length of your price too (Verbal Presentation)

Example A:

$1,499 reads as ONE THOUSAND, FOUR HUNDRED AND NINETY NINE

THATS A MASSIVE TEN SYLLABLES

Looks and sounds expensive right

Example B:

$1499 read as fourteen ninety nine

I just halved it to only 5 syllables

(notice I removed the capital letters too)

It works visually as well

$1,499.00
$1,499
$1499
1499

I just made this number appear smaller right

Even dropping the $ sign works

(Next time you visit a restaurant you’ll notice this trick)

Hot tip – Never type your price BOLD or in CAPS

I have so many Cash Flow enhancing strategies up my sleeve

This lot really is just the tip of the iceberg

When you’re ready to grow your cash flow

We should talk

When you’re good to go click here for a free Cash Flow Strategy Review

I’m sure I’ll give you heaps of value
Matt

*As stated, discounting as a strategy is for expert use only, use by amateurs without guidance from a professional can cause major cash flow crisis