“If You Sold Dollar Bills For A Quarter...How Many Could You Sell?”

Let’s face facts. People are tightening their belts because of this stock market um…..correction. (A correction that in the last 30 days has cost me a tad over $100,000. But let’s call it a Correction)

Even if your business isn’t slowing down, and most of you are telling me that your business isn’t affected much….people are thinking about their money more.

So appeals on how your products will save money will work especially well now.

Here are ways the customer can save money;

By discounts in price

By the product paying for itself in savings during the product lifetime.

By savings from using this product instead of something else.

When I was selling in people’s homes, I had a sheet in my presentation that showed how much a customer saved by using my product.

For example (I was selling high priced vacuum cleaners); the customer would save money by;

Not having to buy cheaper vacuum cleaners during the warranty period.

Not having to pay for service.

Not having to pay for carpet cleaning

Not having to pay to replace worn carpet. (The machine extended carpet life)

Not having to buy vacuum cleaner bags.

We projected the costs of these services and materials over the next 20 years. The total savings (conservative figures) was $5,000-$8,000. The machine sold for $1,589.

So by the savings the machine provided alone, it was a smart buy. It was like we were selling dollar bills for a quarter.

But wait! There is a secret here. This worked far better when we asked the customer how much they thought they would save from each method of saving. If we just told them how much they would save...it was our word alone.

So we had a sheet that said;

Savings in vacuum cleaners______

Savings in carpet________

Savings in Carpet cleaning_______

And we just had them fill in the figures (I used an erasable magic marker.)

When they filled in the figures...they were the customer’s figures. The customer couldn’t argue with their own figures!

Just think of four to six ways the customer saves money by using your product. Make sure the savings is enough to bother with. I wouldn’t bother if the average savings (you have to pick a “term of use”) over the lifetime of the product is less than 25% of the product’’s cost.

And don’t list 25 ways they save money. You only want to invest a minute or two in this stage of selling.

The verbage I use to get into this part of the selling is:

“The ___actually saves more money than it costs. Let’s see how much it will save you…”

And after we are done showing savings……

“Ok, you have told me that you’’ll be getting about $1,800 in real savings by owning this vacuum. Your cost is only $899. Is that the kind of value you would like to get?”

It’s like selling money at a discount. It’s almost impossible to say “No”.