Comments on: How to Overcome Customer Cynicism

By: tjmckay

tjmckay — Sat, 03 Oct 2009 17:31:37 +0000

@ Robert. I hope so. The bigger the company, the slower they seem to get the message. But that’s a big advantage for us nimble, little guys!

By: tjmckay

tjmckay — Sat, 03 Oct 2009 17:29:58 +0000

@gorclark Ain’t it the truth? Many people think if it’s online, it ought to be free. Of course, these same people willingly pay for housing, food, Web access, cable TV, cell phones, etc. It’s all about perceived value. I feel my job is to 1) create products and services with real value, 2) package them so their price is much less than their actual value to the customer, then 3) communicate their value and benefits well enough to get them to pry open their wallets. That’s what marketing and copywriting are all about.

As for me, my aim is to give away lots of good stuff, but to sell crucial elements. For example, I’m writing an e-course now that freely gives away the “What You Need to to Do.” But only buyers get the “Here’s How to Do It.”

By: Robert Monteux

Robert Monteux — Sat, 03 Oct 2009 16:34:22 +0000

Great post, Tom! Slowly but surely companies are starting to get it.

Robert

By: gorclark

gorclark — Sat, 03 Oct 2009 16:34:21 +0000

Nice post!

There is a whole culture that believes they should get more and more for free. You can see this with the all the Guru giveaways being offered as incentives to prospects. A bit like the situation found in Egyptian markets, wait until the seller has tears in his or her eyes, and then strike the deal.

The problem with this; it’s almost irreversible when the economy picks back up as it surely will.

The questions are: Are we making a big stick to beat ourselves with in the long term?