Why a Higher Price Point Often Converts Better

On a recent travel to Portland, I struck up a conversation with a nice gentleman who adamantly told me that “price doesn’t matter when making the sale.”

In fact, he said, that often the higher the price, the better and easier the sale.

I asked why, and he said, because we live in a consumer society. People love to spend money. They love to come home with lots of stuff. And they love to have the best because the best means authority, and superior solutions.

He was a master salesman, so I consider myself fortunate that he crossed my path. People cross our paths for a reason! And I’m always looking out for new information and new ways of looking at things.

People are meant to cross our path for a reason

Back to the moral of the story…

He said that when he offers a higher price for a better product or solution, not only do people generally go for it, but they were already thinking the same thing! And they tell him so. And then they buy.

His reasoning is this… if you’re already going into debt for this solution, or you’re already spending a bunch of money on this, why not spend more to get the best of the possible best? Most clients agree.

When someone’s objection is “price,” it’s not the price tag itself that they object to. It’s the price for that solution that they object to. He gave me an example of how someone objected to the price that he was quoting them and he made the mistake of believing him when he said it. He later found out that that same person turned to one of his competitors and bought a slightly superior solution for $75,000 more! So they guy actually wanted to pay more for a better solution!

Often times, crazy enough, you’ll have fewer sales because of a lower price point.

People know that paying more often means higher value, whether it’s perceived value (in the sense of a women’s purse or a huge watch) or actual value (in the sense of superior technology and bells and whistles).

For instance, people often look for a bargain, but they get what they pay for.

Take the home cleaning industry, as an example. I remember a friend telling me about searching for the cheapest carpet cleaning he could find. He found a company, but after they cleaned his carpets, they remained wet and began to develop mildew. So he had to find a better, slightly more costly carpet care service who came in, consulted, and did the job right. It was immaculate.

Same goes for things like suits and clothing… you can find cheap clothing, but how long is it going to last you? How long will that cheap watch last?

You get the idea.

So how does your future look? Are you going to pay more for better value?

If you’re in business are you going to increase your value and charge more? And are you going to be more willing to quote higher prices (and not just to get more money, but to provide actual value!) knowing that people most often take it?

Traveling to Hawaii? Rent a Car!

First thing’s first, when looking to rent a car on a trip or vacation, you should make plans as far in-advance as you can, so that way you can take advantage of any package deals or discounts.  You can either call or check online for local car rental agencies, or handle it through a travel agency.  Before renting a car, it’s a good idea to figure out which company is best, what car fits your needs, and how to best use it while you’re in Hawaii.

Hawaii roads are breathtaking!

Shopping Around

It’s a good idea to go small, if you can, when looking for a car rental agency.  The independent rentals will have less overhead costs and therefore lower prices for the consumer.  You can look to save around a fourth on your rental fees if you go with the small rental agencies, but if you can get a great deal with any of the major names like Avis or Hertz, go for the best package deal.  The big brands usually offer more flexibility and service extras.

Pay attention to any fees for customer support features, availability, and the number of places you can pick-up or drop-off your vehicle.  If you can help it, try to avoid the airport locations for rental car service; you’ll end up paying an arm and a leg, and at no real gain in convenience.

Take advantage of your car rental in Hawaii

With a car to drive wherever and whenever you please, you should make the most out of traveling to the tucked-away places outside of the tourist hubs.  Once you start to see the traffic dwindle and the vegetation swallow up the horizon, you start to see the quiet beauty of Hawaii and the little villages littered throughout.

One example of this amazing change of scenery is by traveling on the famous Hana Highway.  This road is akin to riding on a roller coaster, with winding turns that bring you face-to-face with the mountain cliffs and valleys that shape Maui.  You’ll get a feast for the eyes with the beautiful coastline by your side, lush vegetation, breath-taking waterfalls, and luminescent pools.  The drive is about 4 hours long, so plan the whole day for a road trip with plenty of stops for pictures and exploring the best that Hawaii has to offer.  No worries about being on schedule, just go with the flow: the Hawaiian Way.