“Price is what you pay, value is what you get.” – Warren Buffett
The easiest thing to do and the way to build the least value is to sell on price – just because it’s cheap doesn’t mean it’s good, it may just be cheap and that doesn’t last long. Of course people are price conscious. Ignoring this altogether works if you’re in Beverly Hills selling handbags, diamond necklaces and exotic poodles, but in more practical life price is real part of the equation. The best way we’ve ever found to wrap into that is what we call the Sideways Sales Piece. It’s a simple guide that helps ask potential clients the best questions that help you understand what they need most. If you do this you’re already providing value! Imagine being on the other side of the transaction, you’d already be experiencing (and appreciating) the difference – for free – and haven’t even agreed to do business yet. Now we just have to make it make dollars and sense – that’s the easy part. When clients want to do business with you because you provide value, and the price is a secondary thought, it works so much better than begging, er, selling on price alone.
