Full Price for YOUR Services (Product) Over and Over Again?
You Can Make It Happen Every Day!
Kevin Hogan
It's difficult to not see HUGE amounts of money and resources all around you...and all you have to do is ask for it...and sometimes they'll ask you if you want it...and hope like mad you'll take it!
From a Coffee with Kevin Hogan Reader last year:
(Discussion follows the letter so you can see the piles of gold laying around YOU.)
Dear Kevin,
I want to share with you a recent experience with a client of mine:
I offered the client the following two options (verbally and in writing) to complete a project:
Option A: Project costs 2100 pounds ($4000) and he gets 800 back through a
government grant for which it qualifies. The final cost to the customer is
1300 pounds. If the customer wants, he can pay 2000 up front and he will
qualify for a 5% discount reducing his final cost to 1200 ($2300).
(100 pounds is the grant application fee)
**Customer would pay about $2300 and fills out a short five minute form.
Option B: The same project as above costs 1600 pounds, but there is no
money back from the government. As in Option A if all the money is paid up
front he gets a 5% discount reducing his final cost to 1520 ($2800) pounds.
To my surprise the customer chose Option B with the discount even though he
only had to fill a form to get the government grant (form would take 2
minutes to fill) and all the bureaucracy would have been taken care of by
me (hence the 500 pounds difference in price).
**Customer preferred to pay $2800 and not fill out the 5 minute form!
After reading your book I have an insight to the possible reasons the
customer chose Option B even though Option A is the most 'logical' and
everyone I've asked later said the customer would have chosen the A option.
There is one more detail to add. When I asked the customer as to why he has chosen option B he said that the difference between the two was not big enough to justify choosing Option A.
This does not make any sense to me at all since he is giving away free money, which is a big proportion of the total sale!
Best Regards,
Polyvios Gregoriades
Polyvios and Coffee Readers,
There is so much behind the story you tell that affects every Coffee reader that we can't appreciate enough that you have written!
Observe:
There are a couple of things at work here. One level in persuasion; and another on the very strange and disappointing fashion governments and major corporations do business.
Fact is they are praying to give you a LOT of money....
Continue: Page | 1 | 2 | 
Kevin Hogan
Network 3000 Publishing
3432 Denmark #108
Eagan, MN 55123
(612) 616-0732
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