Profit Stimulator #4- Contrast It…

Posted in Profit Stimulators by Brian Sacks ·  

This is an easy one to implement in your business today. Let’s start with an example. Just a few short months ago gas was 4.00 per gallon. Go back to the beginning of the year and gas was around 2.00 plus. Gas is now hovering around 2.80 and everyone is excited.

SO HERE’S THE LESSON– ACTUALLY THERE ARE A FEW SO STAY WITH ME ..

2.80 gas is high compared to gas at 2.00 a gallon but it looks like a great bargain when compared to 4.00 gas.  The price hasn’t changed but your frame of reference has.  So let’s talk about how to use this concept of contrast in your business.

Step 1. You should have several versions of your product or service.  Let’s take a really basic example of a product and then we will talk about how this relates to selling a service. There is a famous catalog company that offers a 3000 dollar coffee maker.  It’s only purpose is to sell the 500 dollar one. People see all of the benefits of the 3000 dollar one and then “settle” for the 500 dollar one that has similar features but is a lot less costly.

They never expect to sell the 3000 dollar one. Before we go any further let me let  you in on a little secret. There is a segement in any market that will always take the MOST expensive option. They can afford to and they associate high price with high quality and so they “default” to that product so they don’t have to spend any time “thinking” about it. This one secret used properly will instantly increase your business.

Let me give you an example from a service business.. Actually here are 2.

My backround as you know is real-estate and mortgages but this applies to any/every business.

In real-estate the good agents will take you FIRST to the homes they think you won’t buy. You will be shown homes that are more expensive in a neighberhood that are comparable to the cheaper one that has the same features. Or they will show you the “dogs” first so when you are shown “THE” house you can contrast and compare and see what a great value it is.

In the mortgage business I never ever quoted rates and points. I postioned my business so the question never came up — but here is what i said when it did. Let’s say rates were 6.5 with no points and 6 with 3 points. I would simply say “Rates are between 6 and 6.5%” that of course was followed by an explanation of what points were and an illustration of the time needed to recapture them over time with the lower payments.

LET’S TIE THIS ALL TOGETHER  SO YOU CAN START USING IT TO MAKE SOME $ OK?

The two big ideas I want you to get from this is.

1. Always have a higher priced version of your product or service. This will help you sell your primary product or service easier AND some people will actually buy your higher priced version giving you more $ per transaction than you are getting right now.

2. Use this contrast principle whenever you are coming up with a promotion so you can increase your sales.

ALMOST FORGOT– you might be asking .. Yeah that’s easy if I am selling a coffee pot but I sell a service. Well the easiest thing to sell is access to you.. The more access to you and your expertise the more you charge. In your town there is an H and R Block and an accountant. 
There is a walk- in clinic and a doctor in an office. I could go on and on but I hope by now you get the point.

You might want to forward this to any of your friends , family, co-workers ,or associates you think might benefit from it… They can get the classics to by going to www.profitandwealth.com/freereport

Really would love to hear your thoughts. Are there any Topics you would like to see me cover? Tell me !

To Your Next 12 Months,

Brian Sacks

www.profitandwealth.com

PS- How has your last 12months been? Did you accomplish what you wanted to ? Did you earn what you wanted to ? If you would like to hear my “phenomenon” story and how anyone can accomplish more in your next 12 months go to http://www.brian.in12months.com

If you would like to learn from the same “masters” I learned from go to http://www.whatiused.com

Dan Kennedy and Bill Glazer Have allowed me to give you What many call the MOST INCREDIBLE FREE GIFT EVER.. Check it out at http://www.freegiftfrom.com/briansacks

NOW LEAVE YOUR FEEDBACK AND COMMENTS … I READ THEM ALL !

PPPPPS— If you haven’t checked out the video on the right go ahead and view it now.. It’s only about 4 minutes but it will tell you why you should listen to what I have to say.

 

 

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Written by Brian Sacks in Profit Stimulators 

Experience The Phenomenon™

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