Are you getting caught up and stuck in the objection that people say you are too expensive?
I hear you!
I came from the fitness industry myself and used to hear that all the time.
People didn’t want to pay so they didn’t make the commitment and I lost out on the business. Or they paid small, so I struggled with making enough profit to keep the business growing.
Here are three ways to get yourself out of the too expensive rut and to start making more money:
1) REFRAME YOUR MIND
First, you have to reframe your mind. If you think you are expensive, you are. You’re limited scarcity mindset about money will be as transparent as a pane of glass. People will see right through your feelings. They will think you are expensive because YOU think you are expensive.
2) STOP SELLING PROGRAMS, START SELLING RESULTS.
Go out there and recognize that you can't be trying to market or sell your programs and products by features.
"Ah, it comes with training sessions and a membership and classes and a PDF and guides and blah-blah and recipe books.”
Blah blah blah- NOBODY CARES!
Those are commodities out there. What a person is shopping for is the transformation; the result, the value, the meaning, the solution to a problem.
What pain can you take away?
Break out of the commodity market and step into the value delivery market.
3) Change the Perspective of the Conversation.
Instead of worrying about other’s thinking you are too expensive, start having a new conversation and challenge them to think about things differently. Create a new comparison in their minds.
“Let’s talk about doctors- that's expensive.”
“Let's talk about your meds- that's expensive.”
“Let's talk about the gym memberships you don't use- that's expensive.”
"Let's talk about those late night infomercials that you bought the Shake Weight, the Thigh-Master and the Gazelle from that simply didn’t work and how those ideas are now sitting in your house not doing anything for you- that’s expensive."
“Promises, false hope, gimmicks, and fads- that's expensive.”
Help them understand that you are giving them the process, the principles, the ability to play the long game, along with the community, mentorship, and accountability to finish strong every day.
Do your research, understand these conversations, figure out how to make this happen in your marketing, newsletters, emails and videos so that you are always putting this conversation in front of your audience and challenging them to say, "We can all do better."
Get out there and get after it!
- V
