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Power Pricing Your Services
The WealthAbility Show with Tom Wheelwright, CPA
Mastering the Art of Selling Value
Selling value involves a strategic approach where the 80-20 rule plays a critical role. Providing 80% of expected information helps consumers build understanding, while the 20% serves as the 'aha' moment that differentiates your offering from others. To effectively sell value, it is essential to focus on principles rather than just techniques. One key principle is that the more time prospects spend exploring an option, the more they value it. Targeting individuals who have not previously considered your solution can unlock the most value, as they have no other comparisons. Matching your offering to their values is crucial. Engaging over time helps develop a clearer picture of how the offering aligns with their needs and life goals. It is important for initial offers to be enticing and easy to accept, ideally incorporating high margins. This approach promotes a smooth transition from exploration without commitment to a more engaged experience with a price tag. Ensuring potential buyers feel comfortable with you is fundamental, requiring initial offers to be low-risk and easily reversible, facilitating a trial experience. Ultimately, personal experience is the most persuasive factor in convincing prospects of your product's value.
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