This website is using cookies to ensure you get the best experience possible on our website.
More info: Privacy & Cookies, Imprint
In the world of business-to-business (B2B) sales, the "too expensive" objection is a pervasive obstacle that continues to challenge sales professionals. Customers today are better informed and more price-conscious than ever, which means they often cite price as the main reason for their concerns. But successful B2B salespeople understand that this objection is often more appearance than reality and have developed proven strategies to deal with it. In this article, we will show you how to successfully deal with the "too expensive" objection.
1. Understand the real objection:
The objection "Too expensive" is often just the tip of the iceberg. Customers may have various fears and insecurities that manifest themselves in this objection. Your job as a salesperson is to identify these real concerns. Start by asking open-ended questions to find out why the customer sees the price as a problem. It may be concerns about benefits, quality or long-term costs that are behind this statement.
2. Emphasise the value:
Once you have identified the real concerns, you can shift the focus to the value of your product or service. Show how your offering can solve the customer's specific problems and what benefits it brings. Highlight the unique features and benefits that differentiate your product from the competition. This will make the customer realise that the price is reasonable compared to the benefits offered.
3. Compare costs and benefits:
An effective way to address the "too expensive" objection is to provide a cost-benefit comparison. Show the client that the long-term benefits and savings outweigh the initial costs. Visualise how your offer fits into the client's business strategy and how it will lead to cost savings in the long term.
4. Flexible pricing:
B2B sales often require flexible pricing options. Make sure you have different pricing plans or offers up your sleeve to cater to the different needs of your customers. This will allow you to find a solution that is acceptable to both parties.
5. Offer additional benefits:
To compensate for the price disadvantage, offer the customer additional benefits. This could include advanced training, comprehensive support or exclusive upgrades. Customers are more willing to accept a higher price if they feel they are getting more value for their money.
6. Use social proof:
Reflect satisfied customers and success stories to build customer confidence. Social proof is an effective tool to show that your product or service is worth its price.
7. Temporal urgency:
Create a sense of urgency by highlighting limited offers or discounts that are time-limited. Customers are more likely to opt in if they fear missing out on a good offer.
Conclusion:
The "too expensive" objection in B2B sales can be challenging, but it is often surmountable. By understanding the customer's true concerns, emphasising value, using flexible pricing options and providing additional benefits, you can successfully address objections and convince the customer that your offer is worth the price. Always keep in mind that successful B2B selling is not just about lowering the price, but making the value of your offer clear.
In today's digital era, the importance of high-quality copy and engaging storytelling is greater than ever. Copywriters are the creative minds behind the advertising messages, social media posts, websites and other marketing materials that permeate our daily lives. But how does one actually become a copywriter? In this article, we will highlight the steps and qualifications needed to succeed in this exciting career field.
Step 1: Discovering the love of writing
The first step in becoming a copywriter is discovering your passion for writing. Many aspiring copywriters are fascinated by books and stories from an early age. This natural inclination to write is a solid starting point for gaining a foothold in the copywriting world.
Step 2: Education and self-study
To become a good copywriter, education is crucial. A bachelor's degree in journalism, communications, literature or a related field can be beneficial, but is not a mandatory requirement. Many successful copywriters have self-taught their craft.
There are countless resources online, including blogs, courses and books dedicated to copywriting. These can help aspiring copywriters learn the basics, from text structure to the psychology of persuasion.
Step 3: Gain practical experience
Writing is a practical skill that is developed through practice and experience. To become a successful copywriter, you should write actively. This may mean writing your own blogposts, taking part in freelance assignments or getting involved in an internship at a marketing agency
During your practical experience, you will learn to understand target audiences, find the right words to evoke emotions, and master the tone for different brands.
Step 4: Specialisation and niche knowledge
An important aspect of a copywriter's career is specialisation. The ability to focus on specific industries or media can increase your chances of success. Some copywriters focus on writing product descriptions, while others focus on writing social media posts or email marketing campaigns.
Knowing a specific industry, such as healthcare, technology or fashion, can also be beneficial. This will allow you to use specialist terminology and better understand the needs of the customer.
Step 5: Build portfolios and network
A strong portfolio is crucial to convince potential clients or employers of your skills. Your portfolio should include a variety of examples of your work that demonstrate your writing and storytelling skills. It is also helpful to collect client reviews and recommendations.
In addition to building your portfolio, expand your professional network. Attend industry events, join copywriting associations and make contacts in the industry. A strong network can give you access to new assignments and opportunities.
Step 6: Be adaptable and upskill
The world of copywriting is constantly changing. Search engine algorithms, social media trends and customer preferences are constantly changing. Therefore, it is important to constantly educate yourself and remain adaptable
Continuing education in SEO, online marketing and content strategy is often beneficial. It is also advisable to closely follow trends in the advertising world in order to write innovative and effective texts.
Conclusion
The path to becoming a copywriter requires passion, education, experience and adaptability. It is a profession that requires creativity and communication skills and offers the opportunity to work with different industries and clients. With commitment and dedication, anyone who can master the art of copywriting and storytelling can succeed in this exciting career field.
Successful collaboration with journalists requires careful planning, communication and an effective approach. Here are some tips on how to work successfully with journalists:
Research and Selection: Identify the journalists relevant to your topic. Familiarize yourself with their work and choose those who regularly write about similar topics.
Target Audience: Understand the journalist's target audience. Take their interests and needs into account in order to align your cooperation with them.
Build personal relationships: Invest time in building personal relationships with journalists. Attend networking events, attend press conferences or invite journalists to informal meetings to get to know each other.
Provide relevant information: Provide journalists with relevant and interesting information. Make sure that these are well researched, clearly structured and understandable. Provide additional material such as statistics, case studies, or expert interviews to support the article.
Communicate Clearly and Concisely: Make sure your message is conveyed clearly and concisely. Avoid technical jargon and explain complex issues in an understandable way. Respond to journalists' inquiries in a timely manner and give them the information they need.
Be authentic: Be open, honest and transparent. Journalists appreciate being able to work with credible sources. Avoid PR talk and overblown marketing messages.
Offer exclusive content: Offer journalists exclusive information, interviews or insights to grab their attention. This can increase the likelihood that they will cover your topic.
Cultivate relationships of trust: Cultivate long-term relationships with journalists. Show interest in their work, send them relevant information, and thank them for their coverage. A trusting relationship can help journalists prioritize your news and have a positive attitude towards you.
Response to Inquiries: Be ready to respond to journalists' inquiries quickly. Journalists often work under time pressure, so timely feedback is important to facilitate their work and encourage collaboration.
Leverage press releases and media outreach: Send press releases to journalists to share important announcements or news. Also build relationships with media contacts, such as press offices or PR agencies, who can assist journalists with reporting.
An internship at a PR agency can be an exciting way to gain insight into the world of public relations and public relations. It offers the chance to gain practical experience, develop skills and make valuable contacts. But how do you find the right internship as a student:in or pupil:in? In this article you will learn how to find the perfect internship in a PR agency.
1. Set clear career goals:
Before you start looking for an internship, you should be clear about your professional goals and interests. What aspects of PR excite you the most? What skills would you like to develop? This clarity will help you choose the right internship.
2. Research PR agencies:
Conduct a thorough research of PR agencies that offer internships. Investigate their clients, projects and focus. Pay attention to whether the agency fits your career goals and interests. Online reviews and conversations with current or former interns can provide valuable insights.
3. Use your network:
Contacts are invaluable in the professional world. Talk to fellow students, professors or working acquaintances in the industry. They might have recommendations for internships or help you contact agencies.
4. Update your CV:
Make sure your CV and cover letter clearly showcase your qualifications and interests in PR. Emphasise any relevant courses, projects or experiences that highlight your suitability for the internship:
5. Apply specifically:
Target your applications to PR agencies that match your goals. Personalise your cover letter to showcase your motivation and interest in the agency.
6. Prepare for interviews:
If you are invited for interviews, prepare thoroughly. Explore the agency and the position in detail. Think about possible questions and practise your answers. Demonstrate your passion for PR and your willingness to learn.
7. Ask for intern feedback:
If you have the opportunity to talk to current or former interns at the agency, ask for their experiences and feedback. This can help you make your decision.
8. Consider your learning objectives:
Remember that an internship is not only important for the agency, but also for your professional development. Make sure the agency offers you the opportunity to develop skills and gain practical experience in line with your career goals.
Summary: Finding a PR agency internship
Finding the right internship in a PR agency takes time, research and commitment. However, by following the steps above and keeping your career goals in mind, you can find the perfect internship that will provide you with valuable insight and skills in the world of PR. A successful internship can be the first step on your path to an exciting career in PR.
The spread of fake news has become a growing challenge for society. Fake news and disinformation can not only undermine trust in the media, but also cause significant harm. In this article, we will share with you some valuable tips and strategies on how to spot Fake News to ensure a sound and factual information base.
1. Check the source
Verifying the source is the first and most important step in identifying Fake News. Make sure the news comes from a trusted news organisation or reputable source. Unknown or questionable sources should be treated with caution.
2. Check the URL
Fake news propagators often create websites that resemble real news sources but have subtle differences in the URL. Check the web address carefully for discrepancies or unusual letter combinations that could indicate a fake site
3. Check the date
Sometimes old messages are reused or repackaged to appear current. Check the date the message was published to make sure it is relevant. If a news item is out of date, it could be a hoax.
4. Compare with other sources
To check the credibility of a news item, compare it with reporting in other trusted sources. If a news item is not corroborated by any other reputable source, you should be sceptical.
5. Look out for misspellings and unusual formatting
False reports often have spelling mistakes, grammatical errors or unusual formatting. These can be clues that the message is not from a professional news organisation.
6. Check the pictures and videos
Manipulated images and videos are a common feature of Fake News. Check the origin of images and videos by using reverse image searches or video reverse searches in search engines
7. Challenge your own biases
People tend to believe messages that match their own beliefs. Be aware of your own biases and be prepared to critically question news, regardless of your political or personal views.
8. Be wary of sensationalist headlines
Headlines that sound extreme or sensational should be treated with caution. They may aim to grab your attention without paying attention to the accuracy of the information.
9. Verify information with fact-checkers
There are fact-checking organisations such as Snopes, FactCheck.org and PolitiFact that specialise in checking false news. Use these resources to check information.
The ability to spot Fake News is critical to making well-informed decisions and curbing the spread of disinformation. By applying these tips and developing a critical mindset towards news, you can help curb the spread of fake news and improve the quality of information you consume.