Whether through scheduled livestreams, or impromptu one-on-one customer interactions, direct sellers can leverage their relationships online as they do in the real world, but to greater effect.
If we can learn anything from Versace, Ferrari, or Jimmy Choo, it’s that price is irrelevant — the only thing that matters is perceived value to get the sale. This week an article came up in my LinkedIn feed about high fashion brand Balenciaga introducing a new line of purses that look just like a bag of Lay’s potato chips for the low price of $1,500! Now, if I suggested to my wife that she replace her handbag with a Cheetos container that I graciously emptied for her, I would likely need new sleeping accommodations for a night or two. But the Balenciaga brand has cachet, so their buyers don’t even blink at the price tag. For years, they have exhausted considerable effort crafting and preserving their prestige. The good news is that there are simple ways to accelerate the process of creating perceived value.
A challenge in the direct selling space is that our products cost too much. To be fair, many products sold by direct sales organizations are priced significantly higher than perceived similar products found on store shelves. However, premium products come at a premium price, and that is not a bad thing. With the right approach and the right tools, higher price points won’t stand in the way of getting the sale. In this article, we will explore how livestream shopping and concierge commerce empower your field to close the value gap and turn reluctant prospects into satisfied customers.