Shocking Experienced Copywriter Reveals Little-known Secrets To Closing BIG Ticket Deals!

Hogwash!

That's what I say to people who tell me that their business is purely and solely a "cheapest price business."

People who stubbornly insist that "MY business is different" are right, but not in a good way.

Their business is different because it will never make big money.

People who are unwilling to open their eyes to BIG ideas are solidly parked right in their own way... their own BIG obstacle to success.

Big money is made by translating great ideas from outside your industry -- whatever it is -- into your industry. What gives you your competitive edge is a unique selling proposition (USP).

That's the key... not your low, low price. (Although in some instances your price may be part of your USP.)

Recently, I was consulting with a client and I was explaining my opposition to selling by cheapest price.

She insisted that hers was an intangible, not a product; that my examples didn't apply to her business; and that, basically, I had my head up my butt. I tried to explain in terms I hoped she'd understand:

• You can fly coach or PAY MORE to fly first class in the same plane and get to the same place at the same time

• You can get financial planning for free from over half of all financial planners (who make their money only from commissions) or PAY MORE for the service and still pay commissions to other fee-based planners.

• You can get your taxes done by H&R Block or PAY MORE to use a CPA

So the critical question is:

"Why Do People PAY MORE For Some Services When The CORE SERVICES Offered by CHEAPEST PRICE Competitors Are Pretty Much The Same?"

"Debbie," I told her, "You've gotta understand: value differences don't have to come from the 'core' item."

It doesn't matter whether you're talking about a product or a service. Value differences usually come out of areas of expertise and service such as:

• Exclusivity

• Access

• Guarantee

"And Debbie," I explained, "it's a hell lot easier to make money by selling half as much at double the price. Does that make sense?"

It made sense to Debbie and I hope it makes sense to you! Just to make sure, I'm going to give you...

5 QUICK-TURN TACTICS for closing BIG TICKET deals

#1 - Compare apples to oranges.

"Tired of dragging out a bulky food processor and guessing which attachment is the right one for the job? The compact Ultimate Chopper is 4 machines in 1 so you can replace your food processor, coffee grinder, standing mixer and ice cream maker and gain more counter space in your kitchen." (Ultimate Chopper)

#2 - Decrease the price by adding valued component parts.

"Bring your spouse for FREE! Yes, not only can you come, but you can also bring your spouse for FREE. This is a ,995.00 value by itself." (Real Estate seminar)

#3 - Identify the unique, invaluable aspect of your product.

"Quite honestly, the majority of currently available bodybuilding training and nutrition information today is never going to produce gains for 98% of the population.

"The pros simply have much better genetics for building muscle and are taking massive amounts of anabolic drugs...I'm not a "Mister" anything. I've never won a title.

"I'm just a guy who after 22+ years of trial and error has figured this stuff out and can relate to the plight of the genetically average trainee. I absolutely know what works for genetically average bodybuilders who want to maximize their potential. I know exactly what the average guy has to do to make muscle mass and strength gains as fast as genetically possible." (Bodybuilding)

#4 - Make the high price itself a benefit.

"Organic foods are more expensive because production is more labour intensive and without herbicides, pesticides and other chemicals, the yield is generally smaller." (Organic food)

#5 - Break down the big amount into smaller amount.

"Valuable legal services for less than a cup of coffee a day, from top law firms! Protection for you, your family or your business!" (Pre-paid legal services)

If you are going to use "lowest price" to get your foot in the door to acquire a new client, then the race is on to "switch" that newly acquired client from price orientation to value orientation BEFORE somebody finds 'em and offers to beat your price.

The Lesson: You CAN charge more for your stuff as long as you're showing you client that even though she's paying a premium price, she's getting a good value. Think "added value." Think "golden handcuffs"; benefits/service so good I won't walk away from it, even for a lower price.

Copyright 2004 Quick Turn Marketing International, Ltd.

About The Author

Dan Lok is the World's First Quick-Turn Marketer, with a proven track record of selling over 17.3 million dollars of merchandise and services. He's the rebel copywriter who's created hundreds of money-making ads and sales letter for over 39 different industries. And now, you can get inside the head of one of the world's top copywriters without paying a dime at www.QuickTurnMarketing.com

---

Franchisor Prospect Checklist Sample Form

Due to the over regulation in the Franchising Industry and... Read More

Smart PR Tactics for Small Businesses

Small businesses need Public Relations, possibly more than large corporations,... Read More

How to Find a Microenterprise Loan for Your Business

If you're looking for start-up capital for your business, but... Read More

Beginning an Internship Program

CONSIDERATIONS FOR YOUR INTERN: Specify the number of hours the... Read More

Mobile Car Washes and Shoe Policies

Mobile carwashing is hard work, it is tough on the... Read More

Small Businesses With Work Trucks; A Warning

If you are a non-operator owner of many work trucks,... Read More

Dont Let Your Small Business Fall in the FDCPA Trap

When someone owes your small business money, you certainly feel... Read More

FTC Franchise Rule if Enacted will Trigger Hardship for Private Sector

The FTC Franchise Rule maybe changed, as the Federal trade... Read More

Outsourcing and Virtual Assistants: Small Business Saviors

Work smarter, not harderWhat is one of the best ways... Read More

Is It Recess Yet?! Confessions of a Self Employed Workaholic

I have a confession to make. My name is Caroline... Read More

Reduce Stress, Increase Profits By Incorporating Strategic Systems In Your Small Business Success

Whether you are an Entrepreneur or Business Professional there are... Read More

Looking into the Future for Profits

How to identify future solutions and opportunities?Your power page, if... Read More

Small Businesses You Can Start in Automotive

There are many choices when thinking about a small business... Read More

City Wide Garage Sales: Hidden Riches!

Most of us remember going to at least one garage... Read More

Looking for a Business to Run in the New Revitalized Downtown Area?

Looking for a place to add a Quick Lube away... Read More

Small Business Strategies - Four Critical Success Factors

Scenario OneDuring a recent presentation, a business owner was given... Read More

11 Things Small Business Owners Can Learn From The Supreme Court

1. Have A Strong Constitution ? Justices deliver decisions by... Read More

Local Search and Internet Yellow Pages - A Whole NewVocabulary for Small Businesss

Buyers want both online and local information about where to... Read More

Its Spring - Time For A Compensation Program Tune Up

Now that winter has passed, the annual ritual of spring... Read More

Don?t Quit Before You Get to the City!

We were more than excited. Our women's doubles tennis team... Read More

Image is Everything - Secrets to Cleaning Car Fleets

A recent survey indicated that clean Taxi Cabs Fleets have... Read More

SBAs 8(a) Program Can Help Some Companies Compete

Q: A friend told me that as a woman of... Read More

How to Profit from a Concrete Roof Tile Business

Concrete Roof Tile Business: During the 2004 summer season, storms... Read More

Patient Records - Your Responsibilities

As a practise gets larger & larger the associated problems... Read More

Consistency with Janitorial and Cleaning Businesses

Consistency is a huge word when operating your business. I... Read More

Increase Your Profits with a Point of Sale (POS) System

Whether you operate a chain of restaurants, a mom-and-pop convenience... Read More

Technology Community Helps SMBs Focus on Their Core Business

If you're starting your own business or currently work for... Read More

Looking for a New Office Chair?

Perhaps you are building a new home office or you... Read More

How to Avoid the Most Common Reasons for Small Business Failure

The life cycle of the typical small business is short... Read More

Do Your Best; Hire the Rest

One of the hidden perks of raising six children is... Read More

Retail Customer Opportunities for Pressure Washing Companies

Pressure washing companies must look for customers in the retail... Read More

Do Home Businesses Complicate Small Business Debt Collection Laws?

The home-based business market, sometimes called the SOHO (small-office/home-office) market,... Read More

There Is Security in Change... But Use Caution

It has been said that the only constant is change.... Read More