Do you ask how much? Listen to this episode, see what I'm talking about. Hi, it's Allen Berg. Welcome back to another episode of the Wedding Business Solutions podcast. This one hit me just the other day because I think sometimes we have to look. introspectively and say, are we doing some of the things that other people do to us that kind of rub us the wrong way?
And what this came up with is we're all consumers, right? We're not just businesses, we're consumers. And we I think universally a lot of people don't like when someone comes and the first thing they ask you is how much without knowing the results they're going to get, what they're going to get for their money, the value that they're going to get.
So, but so often we as consumers do the same thing to businesses. We want to find out. How much it is before giving them a chance to tell us the value of what they're getting there. And I think we've all done it. I don't think we've done it intentionally. And this is just getting back to that full circle.
When somebody comes to us and says, how much does it cost before asking what they're going to get, right? Because maybe they don't know what to ask. Cause that's a big, big one. They ask how much, cause they don't know what else to ask. Or maybe they think they have all the things answered that they need.
So now it's just how much. But when they do that to us, we're like, Oh, that's not the right question. That's the, you should be asking me something else, but they don't know. And we do the same thing. We do exactly the same thing. We actually just made a purchase where I had asked about something for my house, a tankless water heater for under the sink.
So you get instant hot water. And we ended up replacing the main hot water, which is a tankless as well, because the new technology and stuff, the guy did a good thing. I asked, how much is this? Well, first I said, do you do it? And I asked how much? And he said, so tell me what you're trying to accomplish.
Right, because I asked how much, but he turned the conversation to what we're trying to accomplish, and it turned out we're going to accomplish actually something different, which is a better result. Yes, we're spending more money, but we're happy about it because it's a longer term solution to get more of what we need, not just in that one bathroom, but in other places.
And if you want to know what I'm talking about, there is, if you have a sink, in our case, we have double sinks in the bathroom, the master bath, the primary bath, sorry, that's it. far away from where the water heater is, it takes a long time to get the hot water there and you're wasting water and you're wasting energy trying to get that water there.
So we're getting a much more energy efficient tankless that gets the water there faster and stuff. So I asked them how much? I did, right? So I can't be upset when somebody asks me how much something costs that I do because I do the same thing and I think it's the same for you. I actually like when somebody asks me how much it costs because they're a buyer.
Buyers ask how much things cost. So I'm okay when they do. Doesn't mean I answer the question right away. Sometimes I do because it's an easy answer. And sometimes I say, let me find out what you need and let's see if I'm the right fit. And then we'll talk about how much that would be. And that's the way I like to handle it.
I always acknowledge the question, but I don't want to be a hypocrite. Right. I don't want to be upset when somebody asks me how much it costs when I do exactly the same thing. And I think, I think, I know we've all done that. His question is, did we do it at a bigger purchase? Did we do it at a smaller purchase?
Did we do it because we already know about the, the, all the other features and things that we need, or did we do it too soon when we really didn't? So, you know, I don't think we're being hypocrites. I guess maybe we are sometimes, but I think really just sometimes we have to say, Hey, Should that upset me, or do I actually do the same thing?
And if I do the same thing, then I really shouldn't be upset when somebody else does it to me. I should understand where it's coming from. And it's coming from, if they had a better question, they would ask it. Or maybe their questions were answered already, and now all you're left to talk about is that.
And that was, I was doing a sales training today with, with a group. And I said, listen, I don't want you sending out the brochure and the pricing and things like that. Cause you're not, you didn't have a conversation yet to find out what their needs are. And now they're just going to shop your. What you do against someone else is what they do and the cheaper what they do wins.
I want them to want your results and your results are not in your brochure in their case. And if you look at your own brochure, you'll probably find products, services, things like that. But do you find why they should hire you to do it? And very few brochures that I've seen are actually doing that kind of wording.
Do we ask how much? Sure we do. When somebody asks us. Don't be upset with it. Be happy. That's a buyer that you're talking to. And there, are there any other things that, that your customers are doing that are rubbing you the wrong way? And then maybe take a step back and say, Hey, do I do the same thing?
When I'm a customer, maybe I shouldn't be upset. Maybe I should just say, Oh, wait a minute. That's just the normal course of business. And I'm going to just have better wording and reframe it in my mind that this is an interested buyer. I just have to get to what's important to them and be able to weave that into the conversation.
Something to think about. Thanks for listening.
I'm Alan Berg. Thanks for listening. If you have any questions about this or if you'd like to suggest other topics for "The Wedding Business Solutions Podcast" please let me know. My email is Alan@WeddingBusinessSolutions.com. Look forward to seeing you on the next episode. Thanks.
Listen to this and all episodes on Apple Podcast, YouTube or your favorite app/site:
Apple Podcast: http://bit.ly/weddingbusinesssolutionsYouTube: www.WeddingBusinessSolutionsPodcast.tvSpotify: https://spoti.fi/3sGsuB8Stitcher: http://bit.ly/wbsstitcherGoogle Podcast: http://bit.ly/wbsgoogleiHeart Radio: https://ihr.fm/31C9MicPandora: http://bit.ly/wbspandora©2024 Wedding Business Solutions LLC & AlanBerg.com