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I often advise clients not to reduce their prices. That usually gets a response like this one. “But you don’t understand. There’s no WAY I can keep my prices the same when the guy down the street has reduced his prices. No customer is crazy enough to pay more for the same product.” When you [...]  The autopilot is no substitute for human intelligence! There are many “labor saving” devices for pilots. We really like them a lot. The trim tab lets you stabilize the attitude of an aircraft so you’re not fighting the yoke while dialing in a new radio frequency. The GPS helps you navigate without a lap [...] Somebody needs to tell him that this just isn't going to work. I was shredding old papers from last year, and had a revelation. We have an extensive questionnaire that prospective clients complete as part of our Marketing Flight Plan Service, in which we offer a consultation, an SEO analysis, a 31-point website usability [...] If you’ve ever had a look at your website and seen a “cute” (or not so cute) message that you didn’t put there, you understand the sinking feeling of having your carefully crafted marketing image suddenly turned into something that you don’t want anybody to see. [...] And so, I’ve come to a difference of opinion with a valued mentor. He advocates some methods to “close” a sale that I disagree with. He would never be outright dishonest, but I feel that if a client feels like he’s been “tricked” in any way it does more harm than good, especially since I hope to be doing business with people for many years. I’d rather lose a sale today than make one to someone who regrets making the purchase. [...] There are many good packages on the market, the important thing is that you use one of them. Today we’ll be talking about a few of the features you’ll want to use most . . . [...] Whenever we do a set of recommendations or a deeper consultation on a campaign with a client, sometimes the answer has to be this: “We need to go back to the drawing board. This product or offer just isn’t good enough to succeed.” [...] This is NOT John's workshop – which is too messy at the moment for photos, but you get the idea! A great mechanic, even an amateur one, has a lot of tools. He may have a few favorites, but he insists that it takes a variety of tools to do a job well. Each [...] “The career path for aviation students has changed,” indicated Deidra Toye, the Admissions Director at Aerostar. “Aspiring airline captains used to work for years as flight instructors or charter services to build up time. Airlines worldwide are looking for qualified pilots with type ratings. With this new approach, you might as well get paid while you build time in type.” [...] There is a always a temptation to focus on the product and its features, rather than the customer and the benefits that are most meaningful to them. [...] |
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