OnDemand WTP Pricing Research

If It’s “FREE” to the Customer, Are You Really Selling? | The Sales Hunter

If something is of value to you — meaning, you see a need for it, and it was “free” — then of course you would take it. If you didn’t see any merit in it, then you wouldn’t take it.

The selling process is about helping the customer to see value in what you’re offering. If you have to ultimately give the customer what you’re selling for free, then I have to question how good you are in creating value.

This does not mean that you can’t give the customer something for free. You can, if it makes sense in the overall scheme of developing the customer.

Simple example of this is you may give away a razor for free, but then charge for the blades.   Blades have to be replaced, so you know if the razor delivers value, the customer will buy blades from you time and time again.

Read complete article here:

If It’s “FREE” to the Customer, Are You Really Selling?

5 Comments on "If It’s “FREE” to the Customer, Are You Really Selling? | The Sales Hunter"

Trackback | Comments RSS Feed

Post a Comment

WP-SpamFree by Pole Position Marketing