A New Approach To Selling?

Lately, I have become somewhat irritated (annoyed, peeved, irked, disenchanted, tired, bored) by the car insurance commercials on television.  One of them features a little gecko with a cute Australian brogue, while another has a pile of money with big eyes on it, and the third has a ditzy gal named Flo acting like a ding bat in an insurance store.

Don’t get me wrong. I am not knocking their products. I am sure the insurance offered by the folks who came up with the gecko (or the stack of money) and Flo have good insurance. I am just getting sick of their stupid ads.

But those ads do work, don’t they!  You know precisely which companies I am talking about, don’t you!

Then as I pondered the latest spiel by Flo, I got to thinking. Flo’s company is now offering customers the option to name their price and they then build a policy around that price.

Shazzam! What an idea. Let the customer name the price, then give the customer what his price will buy.  (There must be times, I assume, where the price a customer would name would not buy her enough coverage, so she may need to reset her price level to get the protection she wants- but once she is on their website, she probably ends up buying from them, doesn’t she?)

So that got me thinking.  What if we sold air conditioning that way?  Let the customer set their price up front and then showed them what we could build for that money?

How many times have you gone through an elaborate and intense sales process only to set your price and then be told by the customer, “Well, we need to get some more bids.” (This is a polite way of saying, “Hey, clown, you’re out of our price league!”) Or, “Let us think about it. We’ll call you back in a day or two.” (Which often turns into… like never.)

So I am going to put together what a “Name Your Price” sales call might be like and will post it here as soon as I get it done (hopefully by the middle of next week). Check back soon to see what I come up with!