I constantly
approach prospects to share my product and business opportunity and show how
they can provide value to their lives. Usually I manage to get most of them
interested to make a purchase, but they usually cringe at the mention of the
price. I see them weigh their options in their heads of whether to make a
purchase or not. As you can imagine, during this time I am very unsettled by the
fact that I may lose out on a sale and on some occasions the prospect
too.Many people confuse price and value, but they are distinct
entities. The dictionary defines price as “The amount of money or goods, asked
for or given in exchange for something else.” Price is a very simple
mathematical concept. A price can be written on a tag or published in a catalog.
We all know what a dollar bill looks like and we all understand its relative
worth.
Value is defined as “The desirability of
something, often in terms of usefulness or exchange-ability; an amount of money
considered to be a fair exchange for something; something worth the money it
costs.” Clearly this definition is more complicated than the definition of price.
Value can only be determined in context. A dollar is always a dollar; items that
are priced at a dollar may or may not be of value. The definition of value
contains words like “fair” and “worth.” Value means that the buyer gets as much
or more in return from the seller as they give up.
The
relationship between price and value is usually expressed as “cost.” The final
cost is the value of the item less the price. Every purchase involves a value
calculation. Prospects usually measure the risk of making a purchase against the
potential reward. The greater the risk, i.e. the greater the required outlay of
cash, the more effort they will put into the decision making process. Their
perception of value is directly related to how much they know about the product
they plan to purchase.A perfect example of this is when someone who
has just taken up a sport, let's say golf, may go to a discount store and buy
the least expensive set of clubs available. To them a “golf club is a golf
club.” A more experienced golfer understands the difference between bargain
clubs and better quality equipment. They understand how a more expensive club
will improve their game and the pleasure they get from playing. The
knowledgeable player is much more willing to pay a higher price for quality
clubs because they understand the value they provide.This is why
some companies, both traditional and mordern, have worked so hard to position
the quality of their products. I am sure that when a car buyer is quoted the
price of a new Mercedes Benz, the salesperson seldom hears, “That’s ridiculous I
could buy a KIA for way less than that!” Consumers understand the value of a
Mercedes and do not make unfair comparisons to dissimilar
models.
Ofcourse it is important for every Independent Representative
such as myself to minimize the risk to the prospect and maximize the potential
gain. It is our duty to use every opportunity to emphasize the value of our
products and services that we promote. Value is always customized to the specific
needs of the prospect.
Something is
only valuable if it solves a problem or answers a specific need.
A tip to all IR's reading this, never mention the cost of the product
without reminding your prospect of one or more benefits your product or service
has. (Oh and when your prospect becomes a customer that is pleased with the
results of their purchase, get them to document it in a testimonial letter.
Include these letters in your presentation and use them to prove value to other
prospects.)
Yes some QNET products
are pricey, but you get far more value for what you pay for in the end. All
Amezcua products like the
Amescua Bio Disc 2, for example, a wellness product that you
purchase only once, last for a recorded 15 year period. Its benefits are plenty
and if you wish to find out, check out my
blog post dedicated to this one product.
Bernhard H. Mayer watches and jewelry, unlike most other
watches and jewelry in the world are created in limited quanity. This means that
owning one watch from this brand puts you in a select crowd and once that
particular luxury item is sold out, it's value rises due to a common concept in
economics of supply and demand.
QVI Club memeberships, which include Bronze, Silver, Gold,
Platinum and Diamond packages, last for 5 to 30 years depending on the package
you pick. That means for the next 5 to 30 years you get to travel with your
family and friends to all your dream locations at todays prices. You only pick
your dream vacation and pay a minimal usage fee and that's it.
I do not
know about you but given the option to take my family to a vacation where I do
not have to worry about hotel fees and the rates are the same for 30 years to
one where I have to plan and pay for everything at flauctuating prices, I would
choose the first option. Wouldn't you?
And that is just the tip of a huge
iceberg, because QNET is the only direct selling company I know of that pays a
whooping commission of
USD 6,800 to USD 20,100 A
WEEK to their Independant Representatives who engage in the bussiness
opportunity they offer. And this being a business, your QNET business, if you
join, can be passed on to your family at a time of your choosing. Whoever takes
over your business will not have to start over from scratch. This a business for
you, your children and your grand children.
Value is relative because
different people have different needs, and the QNET product catalogue offers
solutions to many people's needs. One of the side effects of the recession is
that everyone is putting every purchasing decision under the microscope, and
even though it is understandable, they end up missing out on golden
opportunities that could benefit not only them but their whole family's
future.
Do not fall
under this trap.
QNET has been successful for the past 14
years in this industry and the company is still growing and despite all the bad
press, on and offline, they show no sign of stopping. So why not grow with them
and reap the benefits too? It is never too late to
register and
beat the recession to the curb.
The Choice Is In Your
Hands.
