mizazn
Please offer tips! Here's mine:
1. Going through benefits such as "general wear and tear", "FREE replacement"
2. Discounting warranties to make them attractive
3. Pretending to bundle and package deals (Camera, memory card, bags AND warranty) for additional price, which I usually discount furthermore.
4. Acting surprised and intentionally "double checking" prices for warranties. For example, "oh.. hang on, this is odd.. the warranty is only another $40 for two more years. Gee, usually it's about $89, let me double check this"
Should really stop discounting warranties but how should I go about it?
I use to get a flow going and would normally be able to convince customers to pay for them, but i've lost that flow.
Answer
Having to do ANY discounting makes you a terrible sales person.
What you really ought to emphasize is perception of value.
Let me explain. With a warranty, you're selling them reassurance. What you're setting out to underline is the "fear factor" of having to send their beloved computer/camera/electronics AWAY for repair - 1 week, 10 days, A LIFETIME! From the outset, determine the use of it - business or home use. How often is it used? How long? Does their entire family use it or are they the sole user? By doing this you're building up a clear picture of how VITAL this device is to their lifestyle. Is the customer a newbie, a technophobe or a confirmed "tech junkie"? You're not prying into their world, but rather trying to see things through their eyes and gain some trust. By asking these questions, the customer is thinking "this guy's on my side, he's interested in me." It also helps open up the conversation and makes it less "salesy".
You need to watch out for and overcome objections. Some of the most popular are:
1) I can fix it myself.
2) I know a guy who can repair it.
3) I'll just toss it away and buy another one.
4) This warranty is just too costly!
Your responses should be:
1) How confident are you in your skills? Are you sure you'd be willing, or even have the luxury, to take the time and effort in trying to figure it out and risk voiding the manufacturer warranty versus sending it off to a trained technician who is guaranteed to be able to fix it?
2) Does your friend have access to FREE parts and is he willing to follow you like a nomad in case you move away in the future?
3) Why even bother when the warranty is CHEAPER? It's very unlikely that it will be completely impossible to repair, and even if it is, this warranty will entitle you to a NEW one! Would you rather buy another one at full price or get it for the price of the warranty?
4) Compare the price of parts and labor versus the price of the warranty.
Example: Tell them: "You and I both know that when stuff goes wrong, it ALWAYS at the worst time and it's always expensive. With this warranty, it's guaranteed to get repaired or replaced. A hard drive of this size for a laptop would run about 100 bucks if you bought it off the shelf. Yes, that is cheaper than the warranty, but consider that we can also replace something like the motherboard or screen. Those things typically run you about 150- 200 bucks. That's about the same price as the warranty and we still haven't talked about labor yet! I think we know that's not free and even if it's a friend who WILL do it for free, how confident are you that it will be done in a reliable and timely way? Are they available to talk to 24/7 and how long would you be able to keep pulling favors? This warranty is guaranteed for X amount of years and is good for as many repairs as you need... etc."
Also, if you reach a point where the customer is thinking about it and needs a little push, reassure the customer by asking "How can you afford NOT to get it?". This turns the tide and makes the customer try to disprove what you've just said. Of course, it's much harder to do that since they probably aren't prepared to say anything much back. They probably came into the store EXPECTING you to try to sell them over on a specific item with an endless list of product features. They didn't expect you to care about their daily life or even turn it around with a question as direct as that.
Having to do ANY discounting makes you a terrible sales person.
What you really ought to emphasize is perception of value.
Let me explain. With a warranty, you're selling them reassurance. What you're setting out to underline is the "fear factor" of having to send their beloved computer/camera/electronics AWAY for repair - 1 week, 10 days, A LIFETIME! From the outset, determine the use of it - business or home use. How often is it used? How long? Does their entire family use it or are they the sole user? By doing this you're building up a clear picture of how VITAL this device is to their lifestyle. Is the customer a newbie, a technophobe or a confirmed "tech junkie"? You're not prying into their world, but rather trying to see things through their eyes and gain some trust. By asking these questions, the customer is thinking "this guy's on my side, he's interested in me." It also helps open up the conversation and makes it less "salesy".
You need to watch out for and overcome objections. Some of the most popular are:
1) I can fix it myself.
2) I know a guy who can repair it.
3) I'll just toss it away and buy another one.
4) This warranty is just too costly!
Your responses should be:
1) How confident are you in your skills? Are you sure you'd be willing, or even have the luxury, to take the time and effort in trying to figure it out and risk voiding the manufacturer warranty versus sending it off to a trained technician who is guaranteed to be able to fix it?
2) Does your friend have access to FREE parts and is he willing to follow you like a nomad in case you move away in the future?
3) Why even bother when the warranty is CHEAPER? It's very unlikely that it will be completely impossible to repair, and even if it is, this warranty will entitle you to a NEW one! Would you rather buy another one at full price or get it for the price of the warranty?
4) Compare the price of parts and labor versus the price of the warranty.
Example: Tell them: "You and I both know that when stuff goes wrong, it ALWAYS at the worst time and it's always expensive. With this warranty, it's guaranteed to get repaired or replaced. A hard drive of this size for a laptop would run about 100 bucks if you bought it off the shelf. Yes, that is cheaper than the warranty, but consider that we can also replace something like the motherboard or screen. Those things typically run you about 150- 200 bucks. That's about the same price as the warranty and we still haven't talked about labor yet! I think we know that's not free and even if it's a friend who WILL do it for free, how confident are you that it will be done in a reliable and timely way? Are they available to talk to 24/7 and how long would you be able to keep pulling favors? This warranty is guaranteed for X amount of years and is good for as many repairs as you need... etc."
Also, if you reach a point where the customer is thinking about it and needs a little push, reassure the customer by asking "How can you afford NOT to get it?". This turns the tide and makes the customer try to disprove what you've just said. Of course, it's much harder to do that since they probably aren't prepared to say anything much back. They probably came into the store EXPECTING you to try to sell them over on a specific item with an endless list of product features. They didn't expect you to care about their daily life or even turn it around with a question as direct as that.
How can I find buyers for my house (for sale by owner)?
MiaC
I want to sell my house without using a realtor. What are some good ways to advertise my house or otherwise let people know it's for sale?
Answer
When you have your own home-for-sale website you are able to market your property extensively on the world wide web. One of the best ways to do that is on internet real estate directories.
For either no charge or minimal charge you are able to list properties on these directories which are available to property buyers within the entire United States, and sometimes the entire world.
The best idea is to look for directories that are real estate related. These will help get you the most traffic to your property website. Listing in a directory of electronics stores won't help you much.
You will also want to list your property in directories that have been around for quite a while and have a high "page rank" within Google's index. Google search results put high page rank sites first.
There are many good directories where you will be able to list your property for sale. To save time you might want to consult with a real estate internet marketing firm and let them help you set up your directory listings properly. That's what I do for my clients.
If you are selling your home by yourself you are probably wondering whether and where you should spend money to advertise. This is a great question because newspaper and magazine ads are very expensive and you have to keep paying over and over -- every week and every month.
There is evidence to suggest that when it comes to real estate advertising the cheapest way might be the best way. It turns out that small, inexpensive classified advertisements yield large results for FSBO home sellers.
Here is something to think about: when do you read classified ads? Most people read these ads only when they want to buy something specific. They do not browse classified advertisements for fun and recreation. They browse them to see if they can find what they want to buy.
For this reason the leads you get from the little, cheap ads are among the best you can obtain anywhere, by any means. When people call, email, or visit a website from a classified ad it is solely because they have a very high level of interest in buying what you are selling.
There are two main considerations when writing a classified ad for your home:
1. You must write a headline for your ad that grabs the attention of people browsing through the ads, and
2. You must be very concise with the words used in the ad itself, to make sure you achieve your goal.
There is only one goal you have with your home-for-sale advertisement: to motivate the reader to take action. The actions you want taken include the following:
1. Call your phone number,
2. Send you an email, or
3. Visit your website and register their name and email address on your lead capture page.
To effectively use classified ads you should have your own home-for-sale website that you can optimize for Google searches and also use as a lead-capture vehicle. This is how you can get a sale from cheap advertising.
Here are other ways to advertise your home:
Magazine Ads
You won't be taking out ads in Time magazine, but you might want to consider ads in local magazines or specialized trade magazines, depending on the type of property you are selling. In my area there is a Chesapeake Bay monthly magazine which is a great place to advertise properties that are on or near the Chesapeake Bay.
Radio Ads
These really don't work for real estate ads because people listening to the ads are usually driving or working and can't write down the necessary information.
Television Ads
Because you can now buy targeted ads from your local cable provider, TV ads are something to seriously consider. This would be for high priced luxury properties, for example. You can get the cable company to produce the ad to save money. You can run the ad during shows your target market watches, such as the evening business report. It might work, but you'd have to test it on a trial basis to see your response.
Internet Ads
The question here is not whether to do it -- because you must do it. The question is where to advertise and how much to advertise online. There are dozens of places you can advertise your property for sale that do not cost anything more than the time it takes for someone to post the ad online. You'll want to consider a professional real estate internet marketing firm to handle this part of it, because they know where to post and what to post to get results.
You'll want to consider paid advertisements also, because often they are very cheap on the internet. You can get inexpensive home listing ads on real estate and local web directories. You can even put up a banner ad on some pertinent local websites. Get a professional to help you with these ads also, to save you money and get the most bang for the buck.
When you have your own home-for-sale website you are able to market your property extensively on the world wide web. One of the best ways to do that is on internet real estate directories.
For either no charge or minimal charge you are able to list properties on these directories which are available to property buyers within the entire United States, and sometimes the entire world.
The best idea is to look for directories that are real estate related. These will help get you the most traffic to your property website. Listing in a directory of electronics stores won't help you much.
You will also want to list your property in directories that have been around for quite a while and have a high "page rank" within Google's index. Google search results put high page rank sites first.
There are many good directories where you will be able to list your property for sale. To save time you might want to consult with a real estate internet marketing firm and let them help you set up your directory listings properly. That's what I do for my clients.
If you are selling your home by yourself you are probably wondering whether and where you should spend money to advertise. This is a great question because newspaper and magazine ads are very expensive and you have to keep paying over and over -- every week and every month.
There is evidence to suggest that when it comes to real estate advertising the cheapest way might be the best way. It turns out that small, inexpensive classified advertisements yield large results for FSBO home sellers.
Here is something to think about: when do you read classified ads? Most people read these ads only when they want to buy something specific. They do not browse classified advertisements for fun and recreation. They browse them to see if they can find what they want to buy.
For this reason the leads you get from the little, cheap ads are among the best you can obtain anywhere, by any means. When people call, email, or visit a website from a classified ad it is solely because they have a very high level of interest in buying what you are selling.
There are two main considerations when writing a classified ad for your home:
1. You must write a headline for your ad that grabs the attention of people browsing through the ads, and
2. You must be very concise with the words used in the ad itself, to make sure you achieve your goal.
There is only one goal you have with your home-for-sale advertisement: to motivate the reader to take action. The actions you want taken include the following:
1. Call your phone number,
2. Send you an email, or
3. Visit your website and register their name and email address on your lead capture page.
To effectively use classified ads you should have your own home-for-sale website that you can optimize for Google searches and also use as a lead-capture vehicle. This is how you can get a sale from cheap advertising.
Here are other ways to advertise your home:
Magazine Ads
You won't be taking out ads in Time magazine, but you might want to consider ads in local magazines or specialized trade magazines, depending on the type of property you are selling. In my area there is a Chesapeake Bay monthly magazine which is a great place to advertise properties that are on or near the Chesapeake Bay.
Radio Ads
These really don't work for real estate ads because people listening to the ads are usually driving or working and can't write down the necessary information.
Television Ads
Because you can now buy targeted ads from your local cable provider, TV ads are something to seriously consider. This would be for high priced luxury properties, for example. You can get the cable company to produce the ad to save money. You can run the ad during shows your target market watches, such as the evening business report. It might work, but you'd have to test it on a trial basis to see your response.
Internet Ads
The question here is not whether to do it -- because you must do it. The question is where to advertise and how much to advertise online. There are dozens of places you can advertise your property for sale that do not cost anything more than the time it takes for someone to post the ad online. You'll want to consider a professional real estate internet marketing firm to handle this part of it, because they know where to post and what to post to get results.
You'll want to consider paid advertisements also, because often they are very cheap on the internet. You can get inexpensive home listing ads on real estate and local web directories. You can even put up a banner ad on some pertinent local websites. Get a professional to help you with these ads also, to save you money and get the most bang for the buck.
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Title Post: SALES: How to sell warranties effectively?
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