Let’s tackle this week events head on:

Welcome to the networking desk! Where I share networking events going on in Atlanta (and metro area) tips on how to get the most out of them and more.

If you know someone who would benefit from this newsletter, please be sure to share it with them! 📩 (just copy the link or forward this email)

Alright, let’s do this.

“Lean forward moment” of the week - Selling the dream 🏖️💭

I want to share my experience with sales from the past few weeks.

As my business grows I’ve learned that pricing is hard actually, no, I’ve learned that showing tons of value while selling high ticket services is great but difficult (mostly because selling can sound like bragging, or pushy)

I have been experiencing this first hand for a while; I get a great client who I offer my services to and go adobe and beyond on their project, then they (or other business owners) tell me that I should charge more for my services.

I up my prices and the cycle repeats… making pricing harder to justify.

Doing some digging a few days ago I came across this great blog talking about value and how people perceive it and these are my takeaways that I am integrating to my sales:

• Provide Relative Value: Ensure that your offer is relevant and significantly valuable compared to what is already available in the market.

  A lot of times people don’t know what other offers are out there, which can give you an opportunity to emphasize how your offer can help them move from a problematic situation (point A) to a desired outcome (point B) compared to other options.

• Understand and Address Core Desires: Craft your offer to cater to the fundamental human desires such as survival, enjoyment of life, comfort, and social approval. This approach naturally highlights the value of your offer without the need for bragging.

• Dream Outcome Time delay: while describing the desired outcome for the customer and showing how your offer achieves this in a superior way. Show how your solution is faster, easier, and more reliable compared to others. Paint the picture.

• Effort and Sacrifice: Minimize the perceived effort and sacrifice needed from the customer to achieve the desired outcome. Make it clear that your offer simplifies their journey, reducing the time and effort required.

  An example for me on this would be comparing building a custom website from scratch vs spending months learning how to design online. It is definitely possible, but most likely not feasible for the business owner as it would be a high time investment.

• Credibility and Proof: Use testimonials, case studies, and proven success stories to build credibility and support your facts. This helps potential customers see the value of your offer through the success of others, rather than through self-promotion.

Finally, listening. The best sales people in the world listen more than they talk, and only use these mentioned techniques to make connections between the customer needs and the solution you offer to help them overcome it.

🗓️ Now, the events…

🖥️ Convert More Website Users Into Clients (Sponsor)

Thank you for reading!

Know someone who would benefit from this newsletter? Be sure to share it with them! 📩 (just copy the link or forward this email) I will keep putting out great newsletters for them and for you. That’s a promise.

See you next week.

- Andres Inciarte