Do you offer value?
Show them the value. Your customers don’t want features. They want value. So start with benefits. My 9-year old daughter’s entire class is excited about the new water fountain at their school. It’s not just a fountain, it has a special spout for filling your eco-friendly refillable BPA-free water bottle. That’s nice, but the kids love the fact that they see the benefit: there’s a digital counter that shows exactly how many single-use plastic bottles they’ve saved. The counter increases the count by one bottle every time a kid fills their bottle. The kids are amazed by how many bottles they’ve saved in the first week alone!
If a water fountain can “show the value”, you can, too!
(Take this simple test: do your customers question your price? If so, you haven’t shown them the value)