One of the most common reasons for not buying what we sell is these two words ‘Too expensive’.
It begs an important question:
Is it too expensive because they don’t have the budget, or because they don’t think it’s good value?
We need to know the answer to this question if we make the sale or not as they both point us in alternative tactical directions.
I can imagine that for most it’s a question of budget. Whenever I come across this myself and I feel I good value out of it, I start budgeting and can normally afford it a short while. One has to stick to a plan though.
What is more “expensive”:
a) The customer’s status quo, living with the pain that you are addressing to solve, or
b) The Customer paying for a product or service that elevates that pain.
I think your product needs to either save more than it costs or increases revenues more then the cost, if you can’t show this ROI to your prospects, then they are right, you’re too expensive.
Steve,
I think rentoid is a fantastic site. I’m a Canadian that is currently living and working in Singapore and I’d like to explore if you would be interested in a partnership. I would like to bring rentoid to Singapore. I look forward to hearing from you.
victor
In a straight lined world you’d be right. But what if my cash flows are tight. I can’t get any short term finance and can’t afford the service, which will pay for itself? In this situation the ROI is there, but the business can’t fund it. Sometimes pure economics don’t work in a world with constraints… Though, in general I’d agree with your view.
Steve.