OK ladies - here is one of my ALL-TIME pet peeves.

Whenever you go into a beautiful jewelry store - there are rows and rows of gleaming glass cases - bulging with sparkling gems of all shapes and sizes.

It really is enough to make a grown woman drooooool.

However - once you get all excited - you look for what each item is valued at. The investment. Its worth.

And all you see in these gleaming rows are teensy, weensy little white tags all nicely flipped over...HIDING the investment.

Why Do Stores (Or You) Do That?

I know. I know. The stores want people to fall madly in love with the product before they know the price.

Except in terms of psychology - it will always backfire.

People start to assume that it (YOU) will be tooooo expensive.

That they can't afford you.

That it is so expensive that you are worried their little brains can't take it and they will fall over right in the store. THUMP.

Are Your Potential Customers (and Dollars) Running Away?

Years ago I attended a convention and a bunch of us went to a "fancy" little restaurant - the kind where they don't list the prices on the menu.

One of the guys in our party started to become visibly uncomfortable. He was twisting his tie - asking “How expensive do you think it is here?" and we could see the whites of eyes as they were rolling.

He went up to go the bathroom and he NEVER CAME BACK!

We looked out the window and here is what we saw....

A guy in a suit (our guy!) running down the street with his tie flapping over his shoulder (this guy could really boot it!)

Well - we stayed for dinner and it wasn't as expensive as it first appeared. Was it in our "run-away boy's budget-range"?

Absolutely. He spent more on pizza and beer.

But his perception was that he couldn't afford it. So he backed off. (In a BIG Way!)

But Diva - I Don't Want My Customers To Focus On Price First!

By hiding the investment - that is actually the FIRST THING people start to think about.

However -price doesn't have to be the first thing mentioned on your marketing materials/product - but it has to be there somewhere and it shouldn't be in 3 point type.

For an example of this - have a look at my sales page for The High Speed Sales Stiletto Camp

3 Sales Diva Tips To Avoid “Flipped Over Tag" Syndrome:

• Show Confidence. How? Be confident with your pricing! If you appear insecure about what you charge then your client will feel shaky too! Instead - be brave instead of a Scairdy-Cat and just put it out there!

• Use A Price Range. Most people say this when asked about pricing. “We have products ranging from $30 to $300. Hmmm - guess which part your customer heard? You guessed it - $30! So do this instead “We have products ranging from $300 - $30." Do you see how it changes the feeling of value?

• Use It As A Filter. Listen - not everyone is supposed to be your customer. Use pricing as a way of determining interest as well as who is your customer. You can't please everyone but you need to have a range of services that allows people to "buy in" and start using your services.

Sit Down With A Cup Of Coffee Today!

I Diva-Dare you to sit down with a cup of coffee/tea and take a good hard look at how you are currently positioning your pricing.

If you discover you have "Flipped Over" Tag Syndrome then do something about it immediately and start attracting customers instead of chasing them away.

So there.

Love from Your Bossy Sales Diva,
Kim

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