Comments on: Increasing the Size and Frequency of the Transaction http://www.abrahamclub.com/blog/increasing-the-size-and-frequency-of-the-transaction My personal blog on Jay Abraham and all things related to marketing. Fri, 30 Jul 2010 22:21:17 +0000 http://wordpress.org/?v=2.6 By: JohnB http://www.abrahamclub.com/blog/increasing-the-size-and-frequency-of-the-transaction#comment-348 JohnB Sun, 14 Oct 2007 06:34:20 +0000 http://www.abrahamclub.com/blog/increasing-the-size-and-frequency-of-the-transaction/#comment-348 Martin, Here's the full link, http://ceoclubs.com/audios/abraham.mp3 Its basically a one hour summary of his life and career. Plenty of great quotes and insights. John Martin,

Here’s the full link,

http://ceoclubs.com/audios/abraham.mp3

Its basically a one hour summary of his life and career. Plenty of great quotes and insights.

John

]]> By: Martin Lee http://www.abrahamclub.com/blog/increasing-the-size-and-frequency-of-the-transaction#comment-347 Martin Lee Sun, 14 Oct 2007 02:13:24 +0000 http://www.abrahamclub.com/blog/increasing-the-size-and-frequency-of-the-transaction/#comment-347 Hi John, Thanks for the great link. I will be posting it up at the site. Yes, there is a finese required so that you are not seen as pushy. One good way is to continue to add value and provide education to the prospect. But a very important thing is to make sure that your prospects are targeted in the first place. Hi Kenneth, I think Jay has a very valid point when he mentions "Price perception has more with your ability to educate the client about the benefits and outcome of the product" If there is additional resistance from the client, risk reversal might be needed to increase your conversion. Hi John,

Thanks for the great link. I will be posting it up at the site.

Yes, there is a finese required so that you are not seen as pushy. One good way is to continue to add value and provide education to the prospect. But a very important thing is to make sure that your prospects are targeted in the first place.

Hi Kenneth,

I think Jay has a very valid point when he mentions

“Price perception has more with your ability to educate the client about the benefits and outcome of the product”

If there is additional resistance from the client, risk reversal might be needed to increase your conversion.

]]> By: Kenneth Kwan http://www.abrahamclub.com/blog/increasing-the-size-and-frequency-of-the-transaction#comment-345 Kenneth Kwan Sat, 13 Oct 2007 16:08:55 +0000 http://www.abrahamclub.com/blog/increasing-the-size-and-frequency-of-the-transaction/#comment-345 Hi Martin, I think pricing has got to be with the confidence I actually have. I have a business dealing with DISC Personality Profiling and Team Building programs and it was difficult initially to start high. When I was new to the market and had no track record, pricing was really difficult. Even sometimes when I enter a new market, its a matter of convincing why it means so much to the client. Pre-eminence and value must precede everything we do or it will just be a price to the client. I find that its easy to sell products in packages, but to sell services its rather different because they don't know how much its worth until they go thru it. Any comments or advice on pricing? Hi Martin,

I think pricing has got to be with the confidence I actually have. I have a business dealing with DISC Personality Profiling and Team Building programs and it was difficult initially to start high. When I was new to the market and had no track record, pricing was really difficult.

Even sometimes when I enter a new market, its a matter of convincing why it means so much to the client. Pre-eminence and value must precede everything we do or it will just be a price to the client.

I find that its easy to sell products in packages, but to sell services its rather different because they don’t know how much its worth until they go thru it.

Any comments or advice on pricing?

]]> By: JohnB http://www.abrahamclub.com/blog/increasing-the-size-and-frequency-of-the-transaction#comment-343 JohnB Sat, 13 Oct 2007 06:30:42 +0000 http://www.abrahamclub.com/blog/increasing-the-size-and-frequency-of-the-transaction/#comment-343 This week, I've been listing to an hour long speech Jay gave for the CEO club (I think you can find it at ceoclubs.org). Standard, classic Jay (which you can never get enough of). He went over the 3 ways to grow a business a little bit. On increasing the size of the transaction, I'll add.. -Be cautious if your customers/clients don't already love your product/service. It can seem pushy to "upsell" when you dont even want the original product/service. I've seen it alot in real life...telemarketers, other sales people that don't take no. Bigger packaging might seem like a better way to go. I.e. at mcdonalds, you can order a hamburger, fries and drink seperately...or a combo meal (or even a super sized meal for 39 cents more). Seems like it can be easier to do that, than upsell..asking for fries, then the drink, then the bigger size. It solves the whole problem. The outcome is to have a full meal. This week, I’ve been listing to an hour long speech Jay gave for the CEO club (I think you can find it at ceoclubs.org). Standard, classic Jay (which you can never get enough of).

He went over the 3 ways to grow a business a little bit. On increasing the size of the transaction, I’ll add..

-Be cautious if your customers/clients don’t already love your product/service. It can seem pushy to “upsell” when you dont even want the original product/service. I’ve seen it alot in real life…telemarketers, other sales people that don’t take no.

Bigger packaging might seem like a better way to go. I.e. at mcdonalds, you can order a hamburger, fries and drink seperately…or a combo meal (or even a super sized meal for 39 cents more). Seems like it can be easier to do that, than upsell..asking for fries, then the drink, then the bigger size.

It solves the whole problem. The outcome is to have a full meal.

]]> By: Martin Lee http://www.abrahamclub.com/blog/increasing-the-size-and-frequency-of-the-transaction#comment-342 Martin Lee Sat, 13 Oct 2007 02:39:19 +0000 http://www.abrahamclub.com/blog/increasing-the-size-and-frequency-of-the-transaction/#comment-342 Hi Paul, Yes, it has been awhile with the coverage of the different events. I will be resuming with this. Hi Paul,

Yes, it has been awhile with the coverage of the different events. I will be resuming with this.

]]> By: Paul http://www.abrahamclub.com/blog/increasing-the-size-and-frequency-of-the-transaction#comment-340 Paul Fri, 12 Oct 2007 07:10:31 +0000 http://www.abrahamclub.com/blog/increasing-the-size-and-frequency-of-the-transaction/#comment-340 Good summary again Martin. I was wondering whether you were going to return to working your way back through the CD series which is excellent. Some people do have fears about up-selling/cross-selling but this is where Jay's strategy of preeminence is so important. (readers check my blog if you are unsure what this is) When you know that you have the best interests of your clients at heart (and are not looking to profiteer) it makes these concepts much easier to implement. Do it for the client and you are doing it for the right reasons. A simple example would be when I went to but a new camcorder. I'd set myself quite a strict budget (because I have a weakness for being tempted by bells and whistles). Unfortunately I am disappointed with my purchase. In hindsight I could have been sold a more expensive recorder if the shop assistant had explained about how much sharper the image would have been with a better camera. Finally a general comment about Jay's 3 ways model. It looks remarkably simple, it is now very widely known, but how many people really put it into effective action? Good summary again Martin.

I was wondering whether you were going to return to working your way back through the CD series which is excellent.

Some people do have fears about up-selling/cross-selling but this is where Jay’s strategy of preeminence is so important. (readers check my blog if you are unsure what this is)

When you know that you have the best interests of your clients at heart (and are not looking to profiteer) it makes these concepts much easier to implement. Do it for the client and you are doing it for the right reasons.

A simple example would be when I went to but a new camcorder. I’d set myself quite a strict budget (because I have a weakness for being tempted by bells and whistles).

Unfortunately I am disappointed with my purchase. In hindsight I could have been sold a more expensive recorder if the shop assistant had explained about how much sharper the image would have been with a better camera.

Finally a general comment about Jay’s 3 ways model.

It looks remarkably simple, it is now very widely known, but how many people really put it into effective action?

]]>