The core of the article: provide irreplaceable value, or help customers save time
Body:
Let's talk about a valuable question today, after you make a sale, sometimes you talk to customers, and customers often say that they are not willing to pay, or feel that they can do it.
So if the customer, knowing what he should do, why will he ask you to pay or make a sale, what is the point of collecting money?
This question is strange to many people, because they think that sales is to sell their own services and get the money back, so under what circumstances is it worth paying for you or why are customers looking for you?
I think there are two kinds of this, the first is mainly poor information, some things are actually very simple, everyone can do it, it's just, you don't know I know.
You need to spend money to buy this poor information or, buy this type of service, so you can do it well.
For example, for example, there are a lot of intermediaries, they have a lot of houses, or concerts, and all kinds of products have poor information, and they grab this thing in the first place.
Then sell it to you at a higher price, you can say they are sharp, you can say they are speechless, but this information is poor, from the fact that you can also grab it, but you can't grab it, or you don't know what time, you don't know, how can you grab it.
For example, if you have a particularly high-quality property, you can buy it at a very low price, for which you have to pay an agency fee, for example, if you like a certain celebrity and want to go to a concert, you can get a more suitable ticket.
But because of time and various reasons, you can't get it, in fact, if you want to grab it, you can grab it, but it's hard for you to grab it, so the information gap is one thing.
The second aspect, I think, is the so-called yourself, even if you know it, you can't do it.
For example, if the gate is broken, and you want to find someone to pick the lock, will you pick the lock yourself? I believe that most people will not, and you are not in a hurry, so you have to pay to find a lock picking company to open it for you.
It's a skill that you're hard to learn, or you don't want to, to learn this lockpicking skill.
So for most people, this is not a very important thing, but it is not something that they can learn, after all, most people will not take the time to learn how to open the lock.
Including, for example, let you do drainage, I will tell you about what content to post, but I have to post 30 to 50 articles a day.
Do you think a normal person can finish it in one day? You can say that you can learn and try, but from the time you get started to the final effect, this time span will be very long.
Even like if you learn a skill, for example, if you want to design a page, you ask someone to spend it online, it may cost 1,000 yuan, but you say, alas, isn't this just ps?
Good guys, you go from learning this software, to getting familiar with the features, to getting started step by step, to being able to make a relatively speaking, watchable one.
And then to a person who can see the final commercialization, and who is willing to be paid for your product, I don't think you can learn it at all in a few years.
So in most cases, the payment is biased towards the second type, that is, others, even if they know how to do it, but it is difficult for you to imitate it, you can only spend money or negotiate the price with others or compare the price.
So you know, you have to understand that even if you sell the same product, there are still many people who are willing to pay, but for them, it's worth it or not. When you want to make customers pay, it proves that your products and services are worth it, and why is the industry rolling up now.
It's because most people don't have money first, and secondly, they feel that the value and services they provide don't match at all.
It's very awkward and difficult, so for a lot of people, when you understand that, it's valuable.
Of course, the more high-end the product, the services included, and the more high-end the project you make, then the more valuable it is.
And the easier this thing is to be copied, or the lower the threshold, and most people pour in, the price will definitely fall.
If you want to maintain high profits, you have to provide super-value services under the same product to have a premium.
It's like selling old tofu, everyone knows how to make old tofu, but you want to spend three yuan to eat a bowl, you are willing.
But if you spend three weeks doing good research, and spend a lot of time every day, and you don't want to do it, that's the price you pay.
But if because of the heavy rent and property in your community, a bowl of old tofu sells for 6 yuan or 10 yuan, and many people say that it is not worth it and would rather choose to eat elsewhere.
So that's it, pay for the value and price, and then plan your product narrative and product mix, including sales strategy and promotions.
And in the process of customer negotiation, you will find that many things will be much easier than before.
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