I’m about to buy a new car in Chicago and ship it to my hometown, St. Louis (see last week’s email about the car salesman who yelled at me when I told him I wasn’t buying his car).
I requested shipping bids through an online brokerage and received dozens of offers ranging from $250 to $400.
I’m going with the $400 bid. Why? Because the shipper who bid $400 was the only one who explained her price.
I won’t bore you with her explanation. I’ll simply say I learned a lot, and I appreciated the education.
Frankly, I would probably be OK with one of the lower-cost bidders. They’re all insured, and I have schedule flexibility.
But I trust and I’m more comfortable with the $400 bidder because she said, “…because…”
“Our bid is probably a bit higher than others because…” she said.
Try “because” in your business. It can work wonders.
“We’re raising our prices because…” (You’ll be surprised how few of your customers flinch and how many commend you).
“I’m sorry we can’t do that for you because…” (They may be disappointed, but they’ll appreciate you more the explanation.)
“We’re having a sale because…” (You’ll sell more than if you simply trumpet the sale with no explanation.)
Tom
MarketVolt
p.s. We help businesses figure out what they sell. Then we help them identify and connect with their target markets so people will listen to what you’re saying. If you want to discuss how to make it happen for your business, email me at tom@marketvolt.com. For no charge and no strings attached, we’ll discuss with you how you’re building email lists, generating new leads and generally finding and connecting with prospects.
p.p.s. If you like these emails, please do me this favor: Forward this to someone who might also enjoy it and encourage them to sign up for future emails on our website at MarketVolt.com.