Wednesday, September 20, 2017

Direct Selling- Less Expensive Products Easier to Sell?

I had a recent prospect tell me she loved the samples from my direct selling company but felt the products are a bit high for her and the people she knows in her area. It's a valid point because there's a comfort price point for everyone. There's a market for every customer. She was considering another company offering less expensive products and asked me if I thought it would be easier to sell. If you get this objection from a potential prospect who wants to join your company what's the best way to handle this?

When it comes to selling products, competing on price alone is always tough for an independent consultant because there are other places people can go and buy products. You'll find inexpensive products just about anywhere. Direct selling isn't necessarily about competing for the lowest price because it's not a traditional retail store or discount store. Direct selling companies offer two things that's unique from regular stores - for customers and the business opportunity for those customers, if they choose to do so. Use and sell what you love.

With this in mind, whether you choose to join a company that offers inexpensive products or not isn't the most important factor. The most important factor is your willingness to grow your business by marketing your products to more people. Reach and expand beyond your friends and people you know in your local area. There will be people who will only spend x amount on certain products and convincing them to spend more isn't the best use of your time. You can spend that time marketing your products to people that want and will pay for what you're offering.

Also, keep in mind that what's expensive to one person might not be to another. Focus on offering value and the benefits your products deliver and the awesome service you're giving to your customers. In today's conscious business mentality people care about where they buy their products and want to partner with companies that are either sustainable, green, fair trade, and so forth. Know what people care about and tap into that mindset.

The idea of debating whether it's easier to sell inexpensive products or not isn't straight forward. If you're considering joining a direct selling company and thinking that less expensive products might be easier to sell, that might not always be the case for long term success. It depends on what type of products you're selling. I've bought inexpensive jewelry at home parties because they're fun but when it comes to certain products like skin care or health and wellness, I'm more selective. In this case, cheap isn't what I'm looking for but quality and benefits of products.

If you're planning to start a business with a direct sales company that offers the lowest price because you think you'll have an easier time attracting customers, consider other factors. If it's really inexpensive, let's say average products around $5 to $10 then you'll need to sell more products for your business to be profitable.

Ultimately, the products have to deliver results and meet your customer's expectations. Then focus your business on delivering the best service and value to your customers. I think that's one of the best ways to grow any business whether the products are inexpensive or not.

As always, I'd love to hear what your comments.

Best,

Janette

1 comment:

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