How to Sell Value vs Price (Sales Training 2024)

Let's talk about how to sell value versus price.

When I first started as an entrepreneur, my first ever client was a restaurant where I went in and I pitched them many rewriting services and I charged $50 for it. I was so hyped that when I closed them, that I put the check on the wall here, not on this wall, but my townhouse back in Florida years ago. I put it right there and never even cashed it. And that was closing a deal based purely on price.
Now, fast forward to seven, eight years later, however long it was, and we've got a seven-figure marketing agency where our pricing is so much higher. So instead of charging $50 for something, now we're charging $50,000 or $60,000 or even $120,000 a year for marketing services.
So what's the difference? Why did one business owner give me $50 and another business owner give us $50,000? They're both marketing tasks. One was copywriting. The other was lead generation. And they're both business owners. So why did one give me $50 and one give me $50,000? The answer was one, it was a different type of business, but two, I spoke in value. The value that I could offer and I didn't compete on price.

I'll give you a good example here. Why do people go to Walmart versus Target? You're not going to Walmart because they have the highest quality goods. However, their goods are getting higher and higher by the day, Walmart 2020 calls expiring in January. I'll pitch that to you right now. Walmart has the lowest price. The only reason you'd go to Walmart is that you want cheap goods. You go to Target because you want to pay a little more for a little more value.
There are two ways that you can really compete in business. This is what I was taught in business school is there's the value one. So you're like the best, the highest quality, and then the price doesn't really matter. Or you're the price one, the lowest quality, and pricing is all that matters. So you go in and pitch a website for $200. That's pricing. You're like, "You're never going to find a lower-priced website than what I'm going to offer." Or you pitch based on value. "Yes, this website's $50,000, and we've shown time and time again with our clients that our websites generate more leads. So what we're estimating here is this new website is going to make you $2 million. So $50,000 to make $2 million. Does that sound good?" That's value versus pricing. That's the difference between a $200 website and a $50,000 website. It's just the framing in the way that you speak. So how do you implement value versus price? How do you start selling on more value than on price? Let's talk about it.
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[onlinevisuallyleadsthatcal]

Music was over voice for Email 10K area.
Good information.

[pgutierrez]

GREAT video Alex! I see that "selling" more sales or leads it's ALWAYS the priority #1 of all businesses. I will test this week your method and get back with the results.

[eric_meira]

Great content!!
I previously ran programming at the Network. Do you have 10 minutes for a call or zoom meeting sometime this week to see if it could be a fit ??

[humeeayisha]

Thanks Man
You are the real Deal.
I learnt a lot

[dylankrugerthesalessleuthp]

Such a missed opportunity to not have gone for the "This video is brought to you by SpaceX" after the taking your sales to Mars comment. 😂

[outofthebox]

Walmart has tanked too lol. Just curious do you think Walmart will reach it’s all time highs again