OWN IT ! WHAT TO SAY …
“ Depends what you are comparing it to . Our prices are very competitive when you are comparing apples to apples . We carry only the latest highquality designer eyewear and newest technology in high-definition lenses . We want you to have the best vision possible so we only sell the best products that stand up over time . Just like other products ( use cell phones or TV ’ s as examples ), you can buy older technology or no name products but you wouldn ’ t buy a flip phone now would you ?”
EDUCATE ! WHAT TO SAY …
“ Yes , some products online are less expensive , some are even downright cheap , but understand that you always get what you pay for . Really investigate the site you are buying from to ensure you are buying from somewhere in Canada not another country . Look at return policies and ask about quality and lens technology . Do you really want a generation of lenses from four years ago ? Last , please realize that your vision is very important to us and we want to ensure you are getting properly measured and fitted for eyewear . That is almost impossible to get online . When you buy from here , you get us including all of our service , warranties , follow up and guarantees . We will always make sure you are well looked after .”
OFFER AN ALTERNATIVE ! WHAT TO SAY …
“ Well , we have chosen one of our latest designer frames and I have quoted you on the latest technology in highdefinition lenses which is why the price is what it is . You are getting the best of the best which does come in at a higher price point but we could certainly look at some lower-cost frames and we even have some designers on clearance . We also offer a layaway plan . Put 50 % deposit down today and pay $ 100 a month until the balance is paid . You ' re going to wear these every day for the next few years so get the ones you really want . These look fabulous on you so I hope we can find a way to help you afford them .”
>>>>> FINAL THOUGHTS …>>>>>
I have never had a problem spending money on an item or service if the salesperson connects it to a benefit in my life or lifestyle . People really don ’ t want old generation or cheap no name eyewear ; they just don ’ t know what they are getting if no one takes the time to educate them .
Trudi Charest is the Co-Founder and CTO of 4ECPs , an eyecare resource company . 4ECPs has several divisions including Marketing4ECPs , Jobs4ECPs , Training4ECPs , SocialMedia4ECPs , Events4ECPs & Payments4ECPs . Visit their website www . 4ecps . com or email trudi @ 4ecps . com .
Optical Prism | March 2017 39