I have never liked the discount business or any business operating on a tiny profit margin.

To me, it’s more rewarding to command a higher price, charge premium fees and get paid very, very well for what you sell.

But in a competitive world where many other businesses seemingly offer products and services similar to yours, how do you command a premium price?

There are 5 factors you can control or exploit to enable you to charge a much higher price than your competitors in virtually any field and have more customers than you can handle waiting in line, cash in hand, to pay it.

The first factor is supply and demand. According to simple economics, the greater the demand for something and the more limited the supply, the more the seller can charge and get paid for it.

Since you’re not OPEC, you probably can’t control the supply of your product or service available to your customers. So what you have to do is create an overwhelming demand for you, your product, or your service.

Perhaps the easiest way to do this is to position yourself as the pre-eminent expert or authority in your field.

If people view you as THE guru in property taxes, hazardous waste clean-up, or whatever your field is, they will come to you first, knocking each other over to hire you instead of your lesser-known competitors.

The second factor you can control is your market niche. As a rule of thumb, the narrower your market niche, the more you can charge.

Specialists can always charge more than generalists. If you are a marketing consultant handling any small business clients you can get, you have lots of competition and great difficulty commanding a premium fee.

On the other hand, if you specialize in the marketing of accounting practices, accountants will pay a premium to get your advice because it applies to their own situation.

The third factor you can control is value. If your competitors all sell audio CD albums with six cassettes for $79, and you want to charge $300 for an album with six CDs on similar topics, why should the buyer pay it?

One way to differentiate your product is to add value. In the above example, you could include a CD-ROM with software programs of use to the buyer and related to the topic of the audio album (e.g. if the album is about time management, the CD-ROM could contain a personal day planner).

The material cost is only a dollar or so per CD-ROM. But the perceived value of software is easily $100 or more, enabling you to charge a premium price for your package.

And that’s the trick: to add extras that have a high perceived value but don’t cost you much.

Years ago, when I was selling business writing seminars to Fortune 500 corporations, I charged $3,500 a day. Many other trainers charged anywhere from $1,500 to $2,500 a day for similar programs.

To add value so I could get my fee, I offered unlimited free 30-day follow-up, where the attendees could call me for advice and to ask questions without charge for a full month after the seminar date.

While this follow-up service had a high perceived value (I described it as a $1,000 value in my sales literature), and training directors loved the idea, in reality very few seminar attendees took advantage, so it cost me almost nothing to deliver.

The fourth factor you can control is ROI (return on investment). If you design your product or service so that it generates a large ROI that is easy to see and measure, it will be much easier to sell at the price you want to get.

As consultant Jay Abraham says, “Will you give me a quarter if I give you a dollar?” If you can prove a 4:1 ROI from your product or service, it’s like selling a dollar for a quarter—an easy sale to make.

The fifth factor you can control is the customer’s concern about whether he will be satisfied with your product. You can control this by offering a money-back guarantee.

Guarantees overcome sales resistance. If you guarantee the customer will be happy, and that you will refund his money if he is not, he is more willing to pay your price, no matter what it is.

And there you have it. Increase demand for your product or service…target a vertical market niche…add value…generate a good ROI…guarantee satisfaction…and customers will gladly pay your price, even if it’s 50% to 100% or more above what your competitors charge, believe it or not.

Bob Bly is the author of “World’s Best Copywriting Secrets” and has written copy for more than 100 companies including IBM, Boardroom, Medical Economics and AT&T. He is the author of more than 75 books and a columnist for Target Marketing, Early To Rise and The Writer. McGraw-Hill calls him “America’s top copywriter”.

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We all wish our videos can turn viral, but very few videos, whether it’s high-budget or amateur, have that x-factor to make the cut. Most people would consider viral videos as “a case of luck”, which, in other words, mean there is no proper formula that can establish the untold magic that hooks viewers from beginning to the end…

Or is there?

Ran Weiss started searching for YouTube videos to entertain his 7-year-old son. He randomly ended up with singing audition videos that were not even Idol-funny, and yet his son asked him to replay them repeatedly. Just what were so appealing about those videos, he thought?

That question set him out in search for an answer, and here it is: the Viral Video Blueprint is revealed!

This is a 6-module course that will teach you the RIGHT things to do as a video creator and publisher.

Here are some examples of what you will learn:

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* 5 things you can do in the crucial first 10 seconds with a prospect that instantly let her know you’re “in the zone”, and get her hooked so she’ll want to see more – module 2 pg. 57.

* The one technique that turns you instantly into a creative wizard…even if you are not the “creative” type – module 2 pg. 36.

* How to leverage highly influential individuals and websites to spread your content to their followers and lend you some of their authority – pg. 64.

* What conventional copywriting techniques should NOT be applied to your video – module 2, pg. 13

* The deadly mistake too many marketers do when trying to launch viral content that ends up shamefully ignored – module 4 pg. 42.

* The law of “excitement” – What “bad boys” do to give a prospect that addictive rush of adrenaline that keeps her coming back for more – module 2, pg. 101 and much more…

This is the kind of knowledge you’d wish you had started out with without banging your head, and you can have instant access in the next 5 minutes for a time-limited offer that saves you over $60. Head over to Viral Video Blueprint and learn the “mental voodoo” tricks for making your videos go viral, building buzz, and most importantly, cashing in big!

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In the movie Tin Men starring Richard Dreyfus and Danny DeVito, an aluminum siding salesman goes into a car dealership to buy a new Cadillac.

“How much is it?” he asks the car salesman about the car he wants to buy.

“How much do you want to pay?” the car salesman asks back.

Disgusted by what is an obvious sales tactic, he replies sarcastically, “A dollar…I want to pay a dollar.”

Many of us won’t ask the prospect how much he or she wants to pay because we feel that it is somehow sleazy, and that doing so will create an uncomfortable situation.

But if you indeed did know how much your buyers wanted to spend, your sales closing ratio would shoot through the roof because you’d be quoting prices you knew they could afford and were willing and prepared to spend.

How do you ascertain what the buyer wants to spend without the awkwardness of asking outright?

When it’s time to discuss price, ask the buyer, “Do you have a budget?”

Note that you are not asking “What is your budget?” You are instead asking the much less threatening question, “Do you have a budget?”

The buyer can only give one of two answers: yes or no, with about half of prospects saying yes and the other half saying no.

If the buyer says “yes”, then you ask, “Would you mind sharing with me what your budget is?”

Those prospects who tell you their budget have just given you the range under which your price quotation must fall to be accepted.

But what if the buyer says, “No, we don’t have a budget.” Then you ask, “Well, do you have a dollar figure in mind of what you would like it to cost?”

Even if they do not have a budget worked out, many people, when asked the question in this way, will come back at you with an answer something like “I was figuring to spend around $1,000 and not more than $3,000.”

In effect, they really do have a budget—$1,000 to $3,000—but just never wrote it down or said it out loud before.

A few people, however, will not share their budget no matter how you ask. “I don’t want to give you my budget,” they will say. “I want you to tell me what it will cost.”

In such cases, use the “good, better, best” method of price quotation.

Let’s say you are quoting on selling the prospect a half-acre lot with a custom built home.

Instead of just quoting your top-end home, which is $500,000, you give the prospect three options to choose from.

The first option, which you call “good”, is a basic three-bedroom home with a fireplace and unfinished basement. It is $300,000—the cheapest you can offer while still giving the buyer a decent home and yourself a decent profit.

The second option, which you call “better”, is the same home, but with a finished basement and an added sitting room in the master bedroom suite. It is $400,000—your middle-of-the-road model.

The third option, which you call “best”, is the same home as in the “better” option but with top-of-the-line landscaping, a second fireplace, and a fourth bedroom. It is $500,000—your top-of-the-line model.

You outline all options for the prospect, including the prices. Then instead of asking him whether he wants a home, you ask him, “Which do you want—good, better, or best?”

This strategy increases the chances that your price quotation will fall within the dollar amount the prospect wants to pay.

Also, very few people want the lowest-quality of three choices. So some buyers who were looking to pay $300,000 will find a way to pay $400,000 (even if it means a bigger mortgage or borrowing from Uncle Joe) and more will select “better” over “good”.

Bob Bly is the author of “World’s Best Copywriting Secrets” and has written copy for more than 100 companies including IBM, Boardroom, Medical Economics and AT&T. He is the author of more than 75 books and a columnist for Target Marketing, Early To Rise and The Writer. McGraw-Hill calls him “America’s top copywriter”.

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The benefit of webinars is that you can sell to large groups of people without adding extra time, effort, and resources. The leverage is enormous. Today the 6 foolproof ways to guarantee YOUR webinar is a massive success are revealed!

Secret #1: Build your webinar around a compelling topic. As horrible as this may sound, no one is interested in what you are selling…unless you give them a reason to be. Keep that in mind as you create a compelling, interesting title for your webinar!

Secret #2: Aim at the right market. You must decide who you want to talk to and then craft your message (before, during, and after the webinar) accordingly. If you try to be everything to everyone you won’t be anything to anyone.

Secret #3: Invite as many people as you can…and keep inviting them. If you want to maximize attendance, it’s not sufficient to invite people and then leave it at that. You have to follow up. So keep inviting them right up until the moment of the webinar.

Secret #4: Let your attendees guide your pitch with polling questions. You should know your product and sales process well enough to be able to talk confidently and knowledgeably about it, and answer questions that come up.

Secret #5: Build your customer relationships with non-sales specific webinars. In marketing it comes down to the relationship you have with your prospects and customers…and that’s selling. It’s selling yourself!

Secret #6: Deliver on your promise…and ask for the sale at the end of the webinar!

Clate Mask is the CEO of Infusionsoft.

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