Sell Your Value & Charge What You’re Worth
Sell Your Value & Charge What You’re Worth
How do you set your prices?
Sell Your Value & Charge What You’re Worth
How do you set your prices? • Expenses + Labor + Profit
Sell Your Value & Charge What You’re Worth
How do you set your prices? • Expenses + Labor + Profit • Expenses X 2 (Keystone Markup)
Sell Your Value & Charge What You’re Worth
How do you set your prices? • Expenses + Labor + Profit • Expenses X 2 (Keystone Markup) • Expenses x 3, 4, 5…
Sell Your Value & Charge What You’re Worth
How do you set your prices? • • • •
Expenses + Labor + Profit Expenses X 2 (Keystone Markup) Expenses x 3, 4, 5… Based upon competitor’s prices
Sell Your Value & Charge What You’re Worth
Are you making enough PROFIT?
Sell Your Value & Charge What You’re Worth
What are you selling? Catering?
Sell Your Value & Charge What You’re Worth
What are you selling? Photography?
Sell Your Value & Charge What You’re Worth
What are you selling? Officiating?
Sell Your Value & Charge What You’re Worth
What are you selling? Live music?
Sell Your Value & Charge What You’re Worth
What are you selling? Materials, expenses and your time?
Sell Your Value & Charge What You’re Worth
What are you really selling? The EXPERIENCE of doing business, specifically with you!
Sell Your Value & Charge What You’re Worth
The experience starts before you even know they’re interested.
Sell Your Value & Charge What You’re Worth
What are you really selling? The RESULTS of doing business, specifically with you!
Sell Your Value & Charge What You’re Worth
They’re shopping for the results
Sell Your Value & Charge What You’re Worth
They buy the results
Sell Your Value & Charge What You’re Worth
They review the results
Sell Your Value & Charge What You’re Worth
How many buying signals happen before you get an inquiry?
Sell Your Value & Charge What You’re Worth
By the time you get the inquiry…
…they need your WHAT…
Sell Your Value & Charge What You’re Worth
By the time you get the inquiry…
…do they need you to do it?
Sell Your Value & Charge What You’re Worth
Value is not the same as Price
Sell Your Value & Charge What You’re Worth
You set the price…
Sell Your Value & Charge What You’re Worth
…your customer determines the value!
Sell Your Value & Charge What You’re Worth
Value is determined by the price each customer actually pays
Sell Your Value & Charge What You’re Worth
Will they pay more for a higher value?
Sell Your Value & Charge What You’re Worth
It’s their perception of value that matters
Sell Your Value & Charge What You’re Worth
The money follows their priorities
Sell Your Value & Charge What You’re Worth
What are their priorities? April vs May
Sell Your Value & Charge What You’re Worth
Do you know your value?
Sell Your Value & Charge What You’re Worth
Do you believe your value? “I wouldn’t pay my prices!”
Sell Your Value & Charge What You’re Worth
Your WHAT vs Your WHY
Sell Your Value & Charge What You’re Worth
The Golden Circle
WHAT HOW WHY Very few organizationson know Every Some organizations organizations know the WHY they do they do. HOW planet they knows dowhat it. WHAT These they are WHY is not about making the things do. These that are make thethem money. That’s a result. WHY special products orthey set them sell or apart the is a purpose, cause or from services their competition. they offer. belief. It’s the very reason your organization exists.
Simon Sinek
Sell Your Value & Charge What You’re Worth
Your WHAT
Sell Your Value & Charge What You’re Worth
Your competitor’s WHAT
Sell Your Value & Charge What You’re Worth
Your Your competitor’s WHAT If they can’t tell the difference… the lower price wins!
Sell Your Value & Charge What You’re Worth
Your WHY is unique to your company… and to each person who works there
Sell Your Value & Charge What You’re Worth
This is selling your WHAT
Sell Your Value & Charge What You’re Worth
This is selling your WHAT
Sell Your Value & Charge What You’re Worth
This is selling your WHAT
Selling your WHY
Sell Your Value & Charge What You’re Worth
Selling your WHY
Sell Your Value & Charge What You’re Worth
Sell Your Value & Charge What You’re Worth
How do these add value? • • • •
Family-owned Husband-Wife team 20 years experience The largest in your area
Sell Your Value & Charge What You’re Worth
Packages vs A-la-carte which is a better value?
Sell Your Value & Charge What You’re Worth
Which is easier for you to sell? Option 1 All A-la-Carte
Option 2 One Allinclusive package
Option 3 Multiple Packages
Sell Your Value & Charge What You’re Worth
Which is a better value? Option 1 All A-la-Carte
Option 2 One Allinclusive package
Option 3 Multiple Packages
Sell Your Value & Charge What You’re Worth
“…although Àla Carte pricing provides the most information, couples actually rated it as less informative than pricing packages.” WeddingWire WedInsights Vol. 6
Sell Your Value & Charge What You’re Worth
Discounting changes the value Value is the price the customer actually pays
Sell Your Value & Charge What You’re Worth
Discounting without taking anything back gives away your profit!
Sell Your Value & Charge What You’re Worth
If they don’t perceive a higher value with you, the cheaper price wins!
Sell Your Value & Charge What You’re Worth
Sell Your Value!
Sell Your Value & Charge What You’re Worth
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Sell Your Value & Charge What You’re Worth
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Sell Your Value & Charge What You’re Worth
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