From The Desk of Broda Dapo (September 10th, 2021)

Are you frustrated by the sometimes erratic, annoying behaviour of some customers when it's time to talk about your money?

The moment you understand how our mind works, the better you become at handling people you sell your products or services to.

Here are some lessons i have learned in my 2+ years of selling online and frankly, you'll notice that many of these lessons border on the importance of SELF RESPECT (because this is what many of us sellers don't have)

Let's dive right in.....

Do not reduce your price (unnecessarily) in order to acquire a new customer, unless you don't mind being priced down every time after that first sale!!

REASON:

1. Human are products of habits. Once you accept a particular behaviour  from us the first time, you have validated it as okay and acceptable! Expect us to try the same formula on you again and again!

If you reduce your price for a first time customer, you will have a VERY hard time changing it later. When you try to change it, they will get angry and give the excuse that you are trying to rip them off! 

There is no sense in retaining a customer who will never be willing to pay you the worth of your work! It's an investment that almost always pays the worst dividend.

If you are gonna reduce price, it should be for another reason, not just so they can buy! If they really need it, they will buy it!!

2. Human nature is selfish. In business, no one will hand you things, you will have to demand it! If you think someone will smile happily to give you more money for the same work, you deceive yourself!

Okay! So what if a customer promises to get you more customers as a reason to get a cheaper price from you, rather than accept, tell them you'll put together an appreciation package or referral package for each customer they bring instead. 

That way, you have turned their own game against them and they are now bound to fulfill their promise or bury their head in quiet shame!

Bottom-line: DON'T START WHAT YOU CANNOT SUSTAIN!!

Even if you are starving, never show your desperation to a customer, UNLESS you don't mind being paid less money...

A desperate seller be like person who has serious body odour- it repels people!

Desperation often times shows that you are more focused on yourself than on their results!

Trust me I know how it feels when you need to make money....but visible desperation is very counterproductive unfortunately...

If we can work on creating awesome offers that are hard to find elsewhere, we can sell our market with pride and our dignity intact...  I teach on how to create irresistible offers from your product or service in my "7 Pillars of Effective Sales Systems Workshop".

Okay, what of in cases where you need to raise money quickly for serious emergencies? 

In that scenario, you obviously can't dictate the tune much, what you should do is reduce your price but let the buyer know that the price reduction is not standard practice so they don't expect such next time

Repelling the wrong customers is just as important as attracting the right customers.

Everyone talks about attraction, but almost no one talks about ACTIVELY repelling customers/clients from hell!!

Not everyone who has the money to buy your market is the right customer for you- set clear expectations and boundaries! Read that again!

Have filters in your sales systems. Peace of mind is king, unless you don't love your mental health!

Respect yourself a little!! Money is not everything!

Never make your customer feel like they are doing you a favour by buying from you, unless you don't mind being priced like pepper!

Business IS an exchange of value, NOT a favour done to another!! Read that again!

A person who feels that he or she is doing you a favour by buying from you knows he already has the negotiating upper hand- they will beat your price down to anything they like because they know you are desperate for the sale.

If you feel like someone is doing you a favour by buying from you, it's because you are look like, think like or do things like everyone else in your market- you are commodity that can be found everywhere. In such a situation, its almost natural to feel like customers are trophies.

A possible way to distinguish yourself in the marketplace is to learn how to create irresistible offers. I teach this in my 7 Pillars of Effective Sales Systems Workshop. You can send me a message about it at the end of this article.

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