I got this article in my weekly email from this sales guru. It addresses a LOT of things we discuss on here. What I found interesting was something that I've mentioned a few times: If YOU dont' understand the value of your work, how can you convince others of the value of your work? .... which is almost word for word what this guy says in this article. (Hey! How come I"m not getting famous and rich for this sage advice, like this guy! )

This articles talks about a salesman who projects his OWN personal buying habits onto his customers.

Exerptsbolding added by me)

"The discount-requesting client hadn't yet seen the obvious source of his behavior a deeper value which held that nothing is worth the price that everything can be discounted. The subconscious thinking goes like this: If nothing I buy is worth the price, then that must be true for my customers as well."
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"Before you start blaming the customers for holding out for a lower price, ask yourself what you might have done to instill that idea in them. Reflect on your attitude and your values and see if the root of the problem isn't there."
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"I often respond to a salesperson who asks, "Why do I always have to be the low price" by asking this question, If I'm one of your customers, why should I pay more to buy it from you?

The overwhelming majority of the time, the response I get is silence. They can think of no reason someone would pay more to buy it from them. They see no added value to their company's offering. And, since they don't believe that they have added value, they certainly can't convince their customers of something they don't personally believe."

Entire article:
http://www.davekahle.com/nl/october07nl.htm

Really interesting article!! Thanks Debi!

This is a really invaluable article. Personally, I short-change myself all the time and I know it has to STOP. Thank you so much for sharing this. I'm sure a lot of people can benefit from these words of wisdom!

very true ... hence why i always discount before the customer asks for one (because technically i fall for any sales gimick -- 2 for $5 IS SUCH A BETTER DEAL than $2.50 each ... yeah, that's why i'm not rich and famous!! ) but knowing the reason makes finding an answer easier ... i'm off to pay full price for something! (unless i run into a sale first!)

oh, pidge, you crack me up!!

I'm always arguing with hubby when he goes to the grocery, because he thinks if they are 2/$5, then he HAS to buy 2 of them! I try to explain that unless it says "$2.79 each OR 2/$5", then they are $2.50 each no matter how many you buy! He can save $2.50 by buying just ONE of them!

Thanks for posting this. It really makes you think.

I think it's hard starting up because you do doubt and have second thoughts. Eventually you get over that. Now for me it's...this is the price. If you don't like it, there's a Kroger 2 blocks that way and a Wal-mart 5 blocks that way. Good luck.

I've come to conclusion that I am not going to chase business or beg for it. I believe in my talents and my quality of work.

Now I should go post in the All Praise IndyDebi folder!

Thinking more about it...
while I totally agree with the point the author was trying to make, I also think he might have used another example besides telemarketers. I don't know ANYONE that actually likes a call from one! LOL

Shakespeare summed up belief systems succintly:

"Nothing is (either good or bad) but thinking makes it so."

Okay, cake gurus . . . I'm new at this and need advice. How do you respond when a bride (or her mother) ask right off the bat, before the tasting ritual thingy, 'so how much do you charge'. I doesn't really seem to me that you'd want to start out answering that question. So how do you handle it?

My prices are posted on my website so they know the price before they walk in the door.

If you have a price that is based on the cake design, I would offer them an answer such as "It depends on the design you select .... the more elaborate, the more the cost. My base price starts at $xx.xx per person. So.... what kind of design were you thinking of?" When you end with a question, it puts the control of the conversation in your hands, not in theirs.

THey are looking to see what price range you are in, to give them a general idea.

And, personally, I'd prefer they know my pricing before they waste my time showing up for a sampling, just to tell me their budget can't accommodate my prices.

Ahhhh, you are such a SUPERSTAR! Thanks Indydebi, I appreciate that!

Well, Ziggytarheel, I appreciate your comment just the same as Indydebi. You guys are just awesome and I so appreciate your help!

Diane

Save...sounds like a must-read