How To Sell Appraisal Services
Tuesday, May 04, 2010
1 Comment
But Nobody Will Pay Me That Much!
Price - price - price. It‘s the most common discussion I have with NAC Inner Circle Members, marketing clients, and fellow appraisers. And, it's the least important factor in making a sale.
I hear it all the time:
― But my town is different.
― Where I live nobody will pay that much.
― People in my area all shop price – they want the cheapest deal possible.
― People in my town want bargains and they always want a lower price.
I have one very short and accurate reply. Bull-O-Knee!!
Here are six facts that refute this ridiculous and erroneous attitude:
1) If this is true, then there should be only one restaurant in town – McDonalds.
2) There should be only one coffee shop in town and it’s not a Starbucks.
3) There must be only one car dealership – a Hyundai dealer - the cheapest car on the market.
4) There is only one dentist and he or she does not give Novocain and uses a dull drill to keep prices low.
5) There is no dry cleaner in town, because it’s cheaper to wash clothes yourself.
6) The cheapest appraiser is getting ALL the business in town, no matter how crappy a job he or she does.
Click the Read More below for the rest of the article.
These mystery towns that I hear about all the time -- do not exist.
I‘m pretty sure that the appraisers who make the “My town is different” claim are dead wrong. Their town is no different than mine or yours. Not ALL people shop price.
The reason appraisers can't get the price they want is simply because they do not know how to sell.
FACT: When there are no other factors in a buying decision, then price is the default buying criteria.
Read that statement again!
TIP: Never quote a price until a prospect knows what he or she is getting for their investment.
FACT: If you give your prospects reasons why price is not a factor they will include those reasons in the decision.
TIP: Give prospects reasons that make price no longer a buying consideration. Include concepts like: time savings, accuracy, convenience, speed of completion, no hassle, reduced stress, confidentiality.
FACT: Only about 5% of all prospects shop exclusively by price.
BIG TIP: Stop complaining and start selling to the people in your town who drive a Lexus and buy their morning coffee at Starbucks.
Knowing how to sell your appraisal services will put you in the top 5% of all appraisers in the nation -- And it will shut down your competitors for good.
Not sure how to effectively and easily sell your appraisal services? No Worries! I’ve recorded a free tele-seminar for our NAC Inner Circle Members and it's available for replay.
In this breakthrough tele-seminar I’ve revealed the top ten selling techniques to help you effortlessly increase your sales, position yourself in the top markets, and do it painlessly and easily.
It’s free to all NAC Inner Circle Members -- just another benefit of being an NAC Inner Circle Marketing Member. If you’re a member, your special replay phone number and security pass code are in this month’s issue of your NAC Inner Circle Marketing Newsletter.
If you’re not a member, you can become an Inner Circle Member at: http://www.bestappraiserprofits.com/.
As an Inner Circle Members you’ll receive the NAC Appraisal Marketing Newsletter packed with marketing and business development tips for just $15.00 per month. Plus – you’ll receive a special free signing bonus worth $29.00.
Once you become a member, you’ll receive a special phone number and the pass code for replaying the Appraieal Selling Tele-semainr.
Don't waste another day. Get all the details at:
http://www.bestappraiserprofits.com/
Price - price - price. It‘s the most common discussion I have with NAC Inner Circle Members, marketing clients, and fellow appraisers. And, it's the least important factor in making a sale.
I hear it all the time:
― But my town is different.
― Where I live nobody will pay that much.
― People in my area all shop price – they want the cheapest deal possible.
― People in my town want bargains and they always want a lower price.
I have one very short and accurate reply. Bull-O-Knee!!
Here are six facts that refute this ridiculous and erroneous attitude:
1) If this is true, then there should be only one restaurant in town – McDonalds.
2) There should be only one coffee shop in town and it’s not a Starbucks.
3) There must be only one car dealership – a Hyundai dealer - the cheapest car on the market.
4) There is only one dentist and he or she does not give Novocain and uses a dull drill to keep prices low.
5) There is no dry cleaner in town, because it’s cheaper to wash clothes yourself.
6) The cheapest appraiser is getting ALL the business in town, no matter how crappy a job he or she does.
Click the Read More below for the rest of the article.
These mystery towns that I hear about all the time -- do not exist.
I‘m pretty sure that the appraisers who make the “My town is different” claim are dead wrong. Their town is no different than mine or yours. Not ALL people shop price.
The reason appraisers can't get the price they want is simply because they do not know how to sell.
FACT: When there are no other factors in a buying decision, then price is the default buying criteria.
Read that statement again!
TIP: Never quote a price until a prospect knows what he or she is getting for their investment.
FACT: If you give your prospects reasons why price is not a factor they will include those reasons in the decision.
TIP: Give prospects reasons that make price no longer a buying consideration. Include concepts like: time savings, accuracy, convenience, speed of completion, no hassle, reduced stress, confidentiality.
FACT: Only about 5% of all prospects shop exclusively by price.
BIG TIP: Stop complaining and start selling to the people in your town who drive a Lexus and buy their morning coffee at Starbucks.
Knowing how to sell your appraisal services will put you in the top 5% of all appraisers in the nation -- And it will shut down your competitors for good.
Not sure how to effectively and easily sell your appraisal services? No Worries! I’ve recorded a free tele-seminar for our NAC Inner Circle Members and it's available for replay.
In this breakthrough tele-seminar I’ve revealed the top ten selling techniques to help you effortlessly increase your sales, position yourself in the top markets, and do it painlessly and easily.
It’s free to all NAC Inner Circle Members -- just another benefit of being an NAC Inner Circle Marketing Member. If you’re a member, your special replay phone number and security pass code are in this month’s issue of your NAC Inner Circle Marketing Newsletter.
If you’re not a member, you can become an Inner Circle Member at: http://www.bestappraiserprofits.com/.
As an Inner Circle Members you’ll receive the NAC Appraisal Marketing Newsletter packed with marketing and business development tips for just $15.00 per month. Plus – you’ll receive a special free signing bonus worth $29.00.
Once you become a member, you’ll receive a special phone number and the pass code for replaying the Appraieal Selling Tele-semainr.
Don't waste another day. Get all the details at:
http://www.bestappraiserprofits.com/
