The Wrap Biz: Pricing with Confidence

Pricing with Confidence

Mastering the Art of Pricing: Building Confidence in Sales Success

By Matt Richart

I have always been a big fan of sales and the sales process. From selling women’s clothing, outdoor lighting, water purification systems, and now Vehicle wraps I can now say that having confidence in your product is what will bring you success. In my past sales career, I have held positions where I was not successful in sales. I linked that failure to not believing in the product and most importantly myself. I learned very early in my career to educate myself on the product that I was selling from A to Z. Most important in sales is to know why and how your product can benefit your client. If you can get that important step solidified, selling with confidence should become second nature to your sales process moving forward.

O.B. Smith has a great quote that I try to live by “Confidence and enthusiasm are the greatest sales producers in any kind of economy”. Having confidence in everything you do in life can be challenging to many, depending on how you are wired. Implementing confidence in your sales DNA can be easier if you can inject enthusiasm in your sales tactics. When your client hears your enthusiasm it exudes confidence. Being direct with your quote and pricing also reflects your confidence in what you require from your client in order to produce a product you strongly stand behind.

I guess you could call me old school in certain ways, but I like to give pricing and pricing avenues to our clients face to face. This allows me to read their reactions and body language

based off what I have presented to them. For me it’s very hard to show confidence and enthusiasm through an email or text. Obviously, the final quote and estimates are emailed directly to our clients for approval, but this step happens after we have had face to face meetings. I have seen many sales reps mumble words when they are discussing pricing. My wife and I have encountered car salesman that trip over their words and can see the lack of confidence they have in the vehicle that we were looking at. Some people are also not confident in selling because they are afraid of rejections or getting the NO response. I think that plays a big part in believing in the product that you are selling. In my honest opinion vehicle wraps are one of the easiest products that I have been fortunate to sell. Vehicle wraps are one of the most effective forms of advertising available. Vehicle wraps bring almost every client a return

Confidence and enthusiasm are the greatest sales producers in any kind of economy.

-O.B. Smith

on their investment regardless if it’s a partial or full wrap. Vehicle wraps are also one of the only forms of advertising that you have something tangible in the end. Meaning once the life of the wrap has ended your client can re-wrap their existing vehicle or remove it completely. The vehicle they lease or own is still theirs. The other aspect of having confidence in selling vehicle wraps is it allows me to fit almost every budget. I can propose a $6,500 full wrap down to a set of vehicle magnets for $85 depending on our client’s budget. This allows me to navigate any negativity that may be associated with our client’s budget. When you get in front of your client next time to discuss pricing, be ready to show enthusiasm.

Take pride in your product, services, and the quality that you produce on a daily basis. Know your worth and explain the benefits of your quality product with confidence and enthusiasm. Don’t be afraid of rejection. The next customer that walks through your door will say YES to your pricing. If you believe in yourself, they will believe in you!

Matt Richart

Matt@digitalefxwraps.com

Co-Owner/CFO, Digital EFX Wraps LLC. Instructor, Inside The Wrap Shop

Image: www.freepik.com/free-photo/person-working-car-wrapping_24481805.htm