One of the biggest reasons people make purchases is because they perceive them to be a great value. On the flip side if a potential customer doesn't see value in your products or services there's little chance you're going to close the sale. So how can you help people see the value of your products and services? Here's a few tips...

Compare the price of your product with the consequences of not purchasing it

Hopefully your product or service solves a problem, most do. If this is the case it's important you show people how not solving their problem or using an alternative way to solve their problem is much more expensive.

Let's say for example you sell gutters. You can compare the price of your gutters with the cost of repairs if you don't install gutters. Obviously if you don't install gutters and you end up with dry rot or other problems your repairs will cost much more than the actual gutters.

Compare the price of your product to other products that accomplish the same thing

The same method can be used to compare products. For example, at WebStarts the cost of our Pro and Pro Plus plans is significantly lower than if you registered a domain, rented server space with a traditional host, bought an expensive web design software, or paid a web designer.

Give them a free education

It's hard for people to listen to a sales pitch, but people love to learn about new things. By teaching your prospects about your industry you're more likely to gain credibility. When someone find you credible they'll see not just value in you but in the products you're selling as well. So rather than thinking of your presentation as a sales pitch, think of it as an education. Teach your prospects what they need to know to make a good decision about the product or service they're considering purchasing.