Frank Yan loves room service at his hotel suite and takes advantage of it when he is away from his Sacramento home. He always feels special when he can pick up the phone in his hotel suite dial the number and relax comfortably while enjoying a delicious meal delivered to him on a rolling table in the comfort of his suite.
When Frank finishes his meal he will always has the same thought. “Wow that was good” Out of respect, Frank will roll the table out into the hall closes his door and relax. No crowds, no getting dressed up, no bother just pure pleasure.
Room service is one of those things that make traveling bit more tolerable. But it comes with a price. A meal from room service will cost anywhere between 20% and 50% more than if you went to the hotel restaurant and as much as 75% more than I could get the same food in an outside restaurant. So why Frank Yan so willing to spend for it? For all the reasons that he feels good about what he’s getting he does’ t mind spending the extra money.
Now think about your potential buying prospects, do you think they would spend a little extra money if they felt as good about what they buy from you as Frank does getting room service? When a client is anticipating a good experience before the sale is closed their willingness to spend more usually becomes apparent. Prospects feel this way and will talk as if they already owned your product rather than considering buying it.
Soon your prospects will begin saying things like “Should I, Can I, How will I”, and Frank’s favorite “When I.” All these let you know they see themselves owning your product. When a prospect crosses this line there will very rarely be any more price negotiations, there will usually not be any push back, and most important there will almost never be any buyer’s remorse.
Prospects love good service, they love a good product, they love how it feels to own something new, and most of all they are willing to pay for all this good stuff. Just as Frank loves room service away from his home Sacramento.
