3 Ways to Get More People to Buy from You

In order to sell more products or to get more people to hire you for your services, you must understand there is a such thing called the LAW OF PERCEIVED VALUE!  Take a moment and ‘Google’ it to understand that this law will change your life!  It is a LAW, which means it is just as real as the law of gravity.

Charlie Gilkey sums up the law of perceived value best, “People don’t buy products because of the actual value of the products.  They buy because the price of the product closely matches their perceived value.”

Let me share a story with you:

In the 17th century, lobsters were fed to prisoners because they cost less than Boston baked beans.  Lobsters were 11 cents per pound which was far less than beans.

In the 19th century, lobsters were re-branded as a delicacy served on dining cars and trains from the coast.

Fast forward, lobsters now average $8 per pound and they are considered a 5-star luxury meal!

Imagine how much your business would grow if you could change the perceived value of your service or products?

Another quick story:

In a wine experiment, 2 groups were given wine that they were told cost $5 a bottle and they were given another wine they were told cost $45 a bottle.  

People expressed that they enjoyed the $45 bottle much more.  But they were served the exact same wine!  Being told the cost was $45 made them perceive it was better!

So, how can you get the law of perceived value to work for your business?  Here are 3 ways to put value on your business offerings.

1.    Is it easy to buy from you or book you?

Is your product or service easy to buy?  Do you have inventory?  Do you have a system in place?  The easier it is to go Online and book you or buy what they need, the more valuable they are going to consider your services.

2.    Does your product increase their status?

Does it make them feel good or look better?  Does it elevate their status?  This is the BIGGEST reason people buy!  Have you ever noticed people driving cars or wearing designer bags they can’t afford?  It makes them feel important and powerful.

3.    Does your product save them money or time?

Most people wish they had more time and money!  If your product or service can save them time or money or both, they will perceive the value to be high!

*Bonus-Do you offer friendly customer service?  My business is centered on customer service!  Building a reputation for delivering a service that makes people feel good about themselves and good about your business is a big deal!

*Bonus Bonus- Are you too accessible?  I mentioned being easy to book but being easy and accessible are too different things!  You want it to be easy for people to find you and book you but if your calendar is always empty, there is no urgency to book you!  If you have a service based business such as personal training, coaching, photography, entertainment, catering and if someone calls to book you and you're always available, it will lessen your value.  You must appear to be hard to get, fully booked, and highly sought after.  Raising your price, offering premium one-on-one packages, and making yourself less attainable will surprisingly have people chasing you!

In closing, think about the stories I shared.  Now, think about how your product or service or business is perceived.  A quick way is to use Google keywords and put in your industry, service, or company and see how many searches it gets each month.  If your personal business doesn't get much traffic, look at your overall industry and re-brand your business to match similar companies that get the most traffic.  Then, make sure your business has the 3 values I shared plus the bonus of friendly customer service.  Remember, people don’t buy because of the actual value, they buy because of the perceived value.  

Did my tips help you, email me and let me know at support@helenapaschal.com.  

My blog is for busy entrepreneurs who work from home or who want to work from home.  I work with people who are seeking to build a thriving business with more leverage and influence.  As an entrepreneur for over 15 years with 2 businesses under my belt and national recognition as a mentor and trainer, I am confident you will find reading my blogs an impactful contribution to your bottom line!