How do you charge high prices for your products and services while having your customers thank you for it?
In short by being remarkable.
When given this answer, the first thing many business owners do is mutter under their breath something like, “easier said than done”.
Perhaps it’s because being remarkable evokes visions of being unattainably unique or creative. Something that others far more talented do.
The cafe owner says, “dude I just sell coffee, how am I supposed to be remarkable?”.
That raises a common question, how can you be remarkable when you sell a commodity?
DO YOU WANT TO GROW YOUR BUSINESS RAPIDLY?
HOW TO BE REMARKABLE WHEN YOU ARE SELLING A COMMODITY
When I talk about being remarkable, it doesn’t necessarily mean that the product or service you sell is unique. Far from it.
In fact being unique is a dangerous, difficult and expensive place to be. However, you must be different.
How can our cafe owner be different? Check this out:
How much extra did it cost the cafe to serve art with its coffee? Pretty close to zero I would expect. Maybe some extra training for the barista and a few extra seconds of time per cup.
But how many people will each customer tell or better still bring in to show? Could this cafe owner charge 50c more per cup than the cafe down the road? For sure. That’s 50c of pure profit multiplied by hundreds of thousands of cups per year straight to the bottom line.
Yet is the product unique? Not by a long shot – just slightly different. Different enough to be remarkable.
Here’s another example. Most e-commerce sites send the same boring confirmation email when you buy from them. Something along the lines of, “Your order has been shipped. Please let us know if it doesn’t arrive. Thank you for your business.”.
Instead, have a look at how CD Baby creates a remarkable experience for the customer and a viral marketing opportunity for themselves instead of a normal boring confirmation email:
Your CD has been gently taken from our CD Baby shelves with sterilized contamination-free gloves and placed onto a satin pillow.
A team of 50 employees inspected your CD and polished it to make sure it was in the best possible condition before mailing.
Our packing specialist from Japan lit a candle and a hush fell over the crowd as he put your CD into the finest gold-lined box that money can buy.
We all had a wonderful celebration afterwards and the whole party marched down the street to the post office where the entire town of Portland waved “Bon Voyage!” to your package, on its way to you, in our private CD Baby jet on this day, Friday, June 6th.
I hope you had a wonderful time shopping at CD Baby. We sure did. Your picture is on our wall as “Customer of the Year”. We’re all exhausted but can’t wait for you to come back to CDBABY.COM!!
This order confirmation email has been forwarded thousands of times and posted on countless blogs and websites. Derek Sivers, the founder of CD Baby credits this remarkable order confirmation message for creating thousands of new customers.
Again nothing unique about the product, but the transformation of something ordinary and boring gives the customer a smile and creates free viral marketing for the business.
One more example from another highly competitive, commodity industry – consumer electronics:
Yes the iPad is an amazing product but let’s face it – it has a lot of competition and from a hardware perspective most of the competing products are almost identical.
Yet look at this commercial – it’s an ad about the remarkable cover that you can get for your iPad. Not one word or mention about the device’s features, benefits or specifications.
Notice in all three of the examples the actual product being sold is a commodity and what makes it remarkable is something totally peripheral to what you are buying.
Yet the seller can and does, command premium pricing because they are selling a remarkable experience. Not only is the customer happy to pay the premium but in fact rewards the seller by spreading the message about their product or service. Why? Because we all want to share things and experiences that are remarkable.
What can you do in your business that’s remarkable?
3 thoughts on “How To Charge High Prices For Your Products And Services”
I believe the Apple brand is successful in this arena, perhaps because customers feel the value of the products/services, plus, they feel valued as well. Now, on the subject of being remarkable – I believe it’s all in the story, that is, if you have a compelling one to share that people will want it like some holy grail of the same thing people are selling out there. It’s not just about the packaging. Anyone can sell a blue mug.. how you sell the story of that mug will separate you from the rest.
Shaleen,
Absolutely spot on – nothing sells like stories. People will only listen to a sales pitch for so ling but they will sit and listen to stories as long as you want them to.
Allan,
I’ve a question, if this is the right place to ask as I didn’t find any forum to talk to you, if not then sorry for this, pass on.
I’m starting a new online recruitment website. And in your book “The 1-Page Marketing Plan” you stressed not to compete on price. I want to open my site FREE for all, recruiters/employers/companies as well as to job seekers, where I can handle the costs of this for 1 to 2 years.
My idea is to gather as much as possible of Companies as well as with job seekers, until my site’s database is strong enough to compete.
Is this possible or I should position myself from the start with a pricing startegy ?
Thanks