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netsuite right now so schedule a free product tour now at netsuite.com school that's netsuite.comschool when you're selling something don't be concerned that what your cost is to justify what you charge something it doesn't matter if it caught my you know what my straight line calls zero it's information right it doesn't the reason people pay for this is because they make money from it the benefit to them remember always say to yourself put you gotta walk in your potential customers shoes you're dealing with business owners right what are they think about what is the value of
what you're selling what's it what does it mean to them in real terms customers how many more customers they've made what's each customer worth it's like in the mortgage business the way you close a mortgage loan right and very vulnerable a lot of your mortgage money right you want to close a refinance deal right someone's on a 30-year mortgage and you want to take them down to a 15-year mortgage right well the most powerful equation you can run is called life of loan savings you do the equation well okay so if i take you down
to a 15-year mortgage at a lower rate well your payment might go up maybe 300 a month but you'll take 10 years off your mortgage 10 years times 2 000. you get it before you you can't just do a life of loan savings and the reason that's so powerful is you always project the lifetime value of what you're doing don't say you know we're going to bring you 10 customers and then you bring in 10 cut what's the lifetime value of that and then what you do is when you explain your service we do this
for you we we do we provide these five services this first service get you about five to 10 extra customers a month this service provides you with extra eight to ten customers this one nine to twelve you know that hold ups and so at the end of the day all each of these services combined will yield some between 100 and 150 new customers a month now before you said your average cost is worth two thousand dollars right do the math the program's worth three hundred thousand if you we charge you 12 grand in monthly payments
how could you say no to that and there's a money-back guarantee but instead of that they were doing is here's we charged you 2 000 let me explain why we have to have 3 300 indians make your website you understand it's insane it doesn't matter what something cost you nobody cares what they want to know is what are the benefits to them and in this case specifically money life value remember the ultimate equation in many businesses is what is the lifetime value of a customer what's the lifetime value lots of companies they go out there
and they lose money on the opening transaction and they make a fortune over the long term because they sell the customer again again again so they have a marketing expense to bring the customer in and then a sales expense to actually close them but once they have that customer there you go remember that when you're constructing your pitches and always the ultimate logical equation logical certainty is do the math 50 new customers a year each customer's worth two thousand dollars that's a hundred thousand of extra revenue a year the program costs you five hundred dollars
a month talk about a no-brainer that's a larger case and plus over the long term what i could do for you in the way of that's your emotional because imagine yourself three years down the road with all these new customs your business is booming you open up a second location believe me you give me one shot you'll be very very impressed get it guys don't forget your mathematics run your equations what's a customer worth over the life what are you charging for your service how many customers you're getting it's so simple you
