Optical Prism March 2017 | Page 40

“ You ’ re Too Expensive !”

By Trudi Charest , RO
WHAT DO YOU SAY WHEN THE CUSTOMER SAYS “ YOU ’ RE TOO EXPENSIVE ?” ARE YOU AND YOUR STAFF PREPARED TO COMPETE ? IN TODAY ’ S CRAZY MARKET YOU HAVE TO BE READY TO OVERCOME OBJECTIONS AND CHANGE CUSTOMER PERCEPTION TO WIN BACK BUSINESS .
WITH THE INFLUX OF LOW-COST ONLINE PROVIDERS AND THE INCREASE IN CUSTOMERS SEARCHING ONLINE , IT IS NOT SURPRISING THAT WE ARE HAVING TO DEFEND OUR PRICING MORE THAN EVER BEFORE .
IF YOU SELL HIGH-END DESIGNER EYEWEAR AND HIGH DEFINITION , FULLY COATED , PERSONALIZED LENSES , YOUR PRICING IS GOING TO REFLECT IT AND BE CHALLENGED .
HERE ARE A FEW TIPS ON WHAT TO SAY WHEN YOU HEAR - “ YOU ’ RE TOO EXPENSIVE ”:
38 Optical Prism | March 2017