Breakáitádowná andácostáupátheácomponents. Are there specific components of your product that would cost more, if sold separately? If so, point this out, along with its value when sold separately. “John normally charges $200 an hour for his time, but with this offer, he's agreed to include a 30 minute telephone consultation. That's a $100 value right away.” • Developmentácosts. Did your product, or specific components of your product, cost you a lot of money to develop? If so, point this out to them. It means they don't have to spend that much money to get the same thing, because it's a part of your viral video commissions 2 review . “I spent $5,395 developing this software, to make sure it will run smoothly on your website. You don't have to pay anywhere close to that.” • viral video commissions 2 reviewalternatives. As we discussed earlier, your prospects probably have “conceptual alternatives” available to them, i.e.
if your product is a downloadable weight loss system, alternatives might include “real life” weight loss programs, going to the gym, and other diets. Highlight the costs (as well as the disadvantages) of the alternatives, if they are more highly priced than your product. If the payments for these alternatives are monthly, point out what they would pay over a year, or even over many years. “Yes, you can go to the gym. But you're likely to be spending $50 a month or more (that's $600+ a year!), and most people stop going within 3 months... while those payments are still going out of their bank... and besides, the gym still doesn't solve the problems of overeating and resisting those fatty foods.” • Askáthemáhowámuchátheyáwouldá expectátoápay. Do viral video commissions 2 reviewonly when you have fully built up the value. Here's the best way of phrasing this question: “How much would you expect to pay for...” and then summarize what you're offering, along with the key benefits. Tell them explicitly what they should really be paying, if you were charging the full value of the product, making sure you justify your figures whenever possible.
“How much would you expect to pay for a system that enabled you to lose weight quickly and easily, without having to rely on 'willpower'? Quite frankly, many of my clients were paying me thousands of dollars to help them lose weight... so even if I charged just $497 (which I'm not), I think that would still be exceptional value.” Details: