Presenting price and benefits - QUEST method simply explained

Have you ever wondered how you can present your offer in a way that appeals to your customers and motivates them to take action? In the fourth step of the QUEST method, which is Stimulate or Praise, you gain importance. It's about showcasing your product or service in the right light and clearly communicating the price. Here you will learn the key techniques to effectively market your offer and convince potential customers.

Key Findings

• The fourth step of the QUEST method focuses on presenting your offer.
• Pricing and benefits are central elements that you should consider.
• Creative approaches like discount promotions can help attract customers.
• It is important to use other selling points besides the price.

Step-by-Step Guide

Choosing the Right Time to Praise

The Stimulate step is crucial. This is the moment when you present your offer. You have already aroused the interest of your target audience and introduced the product to them. Now is the perfect time to communicate the price and show why your offer is attractive.

Pricing and Comparison

Here, it makes sense to name the price. You show that your service or product has value compared to the competition. Consider an engaging question that appeals to your audience. For example: "How much does guitar lessons cost?" This can help create the right perspective.

Using Discount Promotions as Incentives

If you are new to the industry, you could create a special offer that offers a discount to new customers. An example would be a 25% discount until the end of the year. With such promotions, you can take the first steps to build trust with potential customers and motivate them to make a purchase.

Alternative Approaches to Pricing

Not everyone has to have the lowest price. You can also emphasize other aspects. For example, you could point out that your offer provides great added value compared to the competition. This way, your product is not only presented as cost-effective but also demonstrates the benefits in quality.

Clearly Communicating Benefits

When pricing, it is important to highlight the benefits of your offer. Why should customers buy from you? Perhaps your lessons offer greater flexibility, higher quality trainers, or better facilities. All these points make your offer more attractive.

Creating Additional Incentives

To boost sales, you could offer additional incentives, such as a free first lesson or a money-back guarantee for your products. Such offers remove the risk for the customer and encourage the purchase decision.

Transitioning to Closing the Deal

After presenting the offer in detail, it's about moving your customers to make a purchase. You have piqued their curiosity and convinced them. Now comes the final step: the Call to Action. Be direct and clear in your communication. It is crucial that the next steps are easy and understandable for the customers.

Summary

The presentation of your offer is a crucial part of the sales process. By clearly communicating price and benefits, you make it easy for your customers to make a purchase decision. Use creative approaches and help from additional offerings to arouse their curiosity and ultimately secure the sale.