I don’t know about you but I am sick and tired of hearing in the media that consumer spending is over. Let me ask you a question, “Did you go all weekend without spending?” I am pretty sure that about 99.9% of you are going to answer the question with a “No”! But Dave, I had to buy food or I bought something I needed. Well, that brings me to my point, people are going to continue to spend, but they will spend on what they feel is of value to them. As I have written in my book “Anatomy of Sales” one of the reasons your clients will buy is value.
VALUE – Value is different from person to person. Value is relative to the service you are offering, what the client has paid in the past, how bad the client wants it, and how your client perceives the price between you and your competitors. It is imperative to demonstrate a value that seems equal to or greater than the price your client is paying. If you create a perceived value greater than the price you are charging; you are more likely to have your client buy more.
So, remember the next time you hear someone say, “The consumer is DEAD” they are wrong. What you need to say to yourself, “No, consumers will spend, but I need to create value.” You see, if the value is greater than the price you are charging your clients will continue to buy. If you need to add value start today and you will amaze everyone else when you tell them my training is going strong!
Coach Dave
