Here’s some Q & A:

I received a question from one of my Ad-of-the-Month members about raising prices. His question was whether or not he could raise his prices too high to outprice himself out of his market.

This is an especially important issue right now.

Here’s my answer….

If you raise your prices, you will make more profit. Will you be busier? Not necessarily. But remember, profit is what you’re after–not being busy.

Yes, you can out price yourself.

I think your price has to be in balance with your salesmanship and your niche marketing. In other words, the higher your price is from your competitor, the more you’ll need to have your prospect convinced you are the company for him. Sometimes a higher price can help convince the prospect. Higher-end buyers know that quality can’t be bought cheap.

But your sales process and marketing needs to really be what convinces them you are the best company to meet their needs.

If your prices are way over the average cleaner in your area, you’ll need to have sales systems in place to explain why. Or better yet, have systems in place that pre-condition the prospect to know you are more expensive before you even give them a price.

This is done through your pre-inspection, telephone scripts, business cards, website, and all your advertising.

You want your prospect to think, “I bet this is going to be expensive.” If you have a prospect tell you this before you give her the price, you’ve done your job in selling.

Your sales process has to be down cold if your prices are higher than most of your competitors. You need to have a script for in-home sales and incoming phone sales. In that script, NEVER EVER give the prospect a price before you’ve explained you’re service. If you simply give her a price, the only difference she has between you and Bubba’s service is you’re more expensive.

Tell her what you do before you give her the news of the price.

Hope that helps.

P.S. I need 14 more people in my NEW Ad-of-the-Month Coaching Club. Will it be you? There are some killer bonuses for you when you join now. Details of the new coaching club are at www.HitmanAdvertising.com/coaching

If you’ve considered getting my “Secrets to Profitable Advertising” package, this month I’m giving away ONE FREE MONTH of membership in the Ad-of-the-Month Club with purchase. Go to www.HitmanAdvertising.com/secrets

Topics: Carpet Cleaning Marketing |

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