The only way you know if you’re good at it is the response you get from your target audience. Roses seem to be the flower of choice for Valentine’s Day, but not everyone likes roses.
The key is knowing your audience.
Let’s talk about something we all understand; pricing. Pricing merchandise is more than a system, it’s an art. What makes the Tag Heuer, Monaco watch sell for $25,000, on sale ; don’t you wonder what it costs to manufacture the product?
In some ways it looks like many other watches except the face is very unique. More than the look is the romance and history behind the watch. Yes, you can say it’s the name, but how did they build it?
This is how the watch is explained:
In 1969, TAG Heuer released the first automatic chronograph, and broke with tradition by creating the first square waterproof case to house it. The Monaco became an instant icon on the wrist of legendary actor Steve McQueen in the 1970 film, Le Mans. TAG Heuer continues to break all the rules with the revolutionary Monaco V4, the world’s first timepiece with a belt-driven transmission.
Notice the first line, speaking about an “automatic chronograph with a square waterproof case to house it.” When I first read it I wasn’t sure it was a car or a watch! How about you?
Check out this description of a boring black dress:
Typical product description:
The Indie Dress features a cross-over neckline and empire bodice. Made from 18.5 micron New Zealand merino wool. Side slash pockets. Relaxed Hood. Machine washable. By Ibex.
Product description with personality
Free yourself from fussy when you pull on the Indie. Cross-over neckline and empire bodice move easily from well-dressed to “WOW,” but never compromises on easy care and comfort. Made of the finest blend of merino wool from only the best and happiest New Zealand sheep. 18.5 micron means wool so fine that there’s zero itch. Side slash pockets, relaxed hood. Machine washable. By Ibex.
Tips for ‘romancing your products:
1. Make it personal, ’ how would my life change or be different if I bought your product?
2. Why should I buy it; what makes ‘IT’ different than a similar product?
3. Why can’t I live without it?
“Whisper more sweet nothing in my ear. You may think actions speak louder than words, and a picture is worth a thousand of them, but you’d be amazed at what the right words can accomplish.” Jeff Greenhouse.
Lisbeth has been helping businesses build marketing and sales strategies for over 20 years. To schedule a consultation or have you speak at your business, reach her at 518.495.5380. www.lisbethcalandrino.com.