Networking in Berkshire - Business Event Details

I read a fantastic blog post this morning by a sale coach and strategist Doyle Slayton. He talked about the big issue we all have in times of economic downturn, and that is PRICE.

Doyle says that it’s unrealistic to think that price doesn’t play a factor. Everything hinges on the prospect’s pain, need, and/or their perception of your company’s brand/reputation.

Pain – If the prospect is happy with their current product, you can expect the buyer to have a “money talks” attitude. Getting beyond price means finding a significant area of frustration. - Either find the problem/pain, or your may well have to look at your price.

Need – Sales people, especially those who are generating their own leads through cold calling efforts, will push and push and push just to get an appointment. As a result, they often meet with prospects that don’t necessarily have an immediate need.

Is your service going to make-or-break the prospect’s ability to improve their business, make more money, or be more efficient? Your ability to create a need will determine whether the purchase is “worth it.” Build more value into you Marketing pitch

Brand/Reputation – This is where the underdog struggles most with pricing. Prospects know this and often use the little guy to negotiate a better deal with their current provider.

If you are the underdog, focus on building your brand and your reputation for being different and better in areas where your big name competitors are weak! Build your brand

At 2UK we work with our clients to help improve their brand and marketing mix to become the best they can at what they do. As a rule we try and help business increase their prices as they increase their marketing effort.

This strategy of high profile businesses offering high end products has help many of our clients achieve the success they have always wished for. Please see our Outsourced Marketing page for more information. Or alternatively Contact Us

Views: 7

Comment by Chris Lunn on May 5, 2010 at 11:59
Good post Richard, thanks.

Add a Comment

You need to be a member of Networking in Berkshire - Business Event Details to add comments!

Join Networking in Berkshire - Business Event Details

Featured Companies

Action Coach Business Coaching, (View events)

Take your business to the next level!

Claritas Accountancy

Helping you to grow your business to its full potential. 

Fantastic Services

Full selection of property maintenance services for your office / household; cleaning, gardening, handyman and pest control services in Slough and Reading.

Web Design & Online

Let our team boost your sales by enhancing your online presence! Request a free consultation.

Peninsula - HR & Health & Safety Services

Support to help advise, protect and grow organisations.

Get 'Featured' here

Business Directory

Find local companies, member profiles & get listed:


Latest Member Activity

Profile IconEmpire Physiotherapy and Paul Stead joined Networking in Berkshire - Business Event Details
Bob Lewis-Basson updated an event

SWIM (Second Wednesday in Maidenhead) at Norden Farm,

November 13, 2019 from 12:30pm to 2pm
Oct 9
Karen Young is now a member of Networking in Berkshire - Business Event Details
Oct 9
Julie Morris posted events
Oct 9

Follow us

© 2019   Created by Chris Lunn.   Powered by

Member e-Badges  |  Report an Issue  |  Terms of Service