Commentary
Sales or Marketing?
By: Hensie Tumbagahan
A client walked in. He was wearing a simple gray shirt and creme short pants. He was holding a water bottle, and a crossbody bag.
Kaka-time in ko lang kaya nagpeprepare pa lang. I was holding the UV machine for gel Polish when he arrived.
: “Hi, sir. How may I help you?”
: “Oh, hi. I want to know about your services here.”Nilapag ko ang UV machine, and gi-nuide siya to a seat. I handed the menu, and carefully observed him reviewing the services. He knew what kind of massage techniques he wanted but he was hesitant about the price. He asked a question na hindi na naluluma kahit saang business sector ka pumunta.
: “Why are your prices higher than the other spa down the road?” He mentioned a name of the establishment with the same business setting.I paused and smiled before I answered.
: “It sounds like you’re asking me to compare.”He was trying to explain his side about the money he had, payment options, and the lower rates of the competitor. Once again, he asked the same question.
: “So, why should I choose your services than theirs?”Composedly I said:
“Well, every business offers its own unique services. They have different techniques and offerings. Businesses have varying prices based on the value they provide. If you’re having trouble deciding, perhaps we can take a tour of the massage area so you can get a better sense of our services.”
Habang nagtotour he asked about my background in this business. I answered honestly and let him decide when we returned to the reception. One hour lang daw at yung lang ang kaya ng money niya.
: “Sure, let me prepare the room and I’ll come back.”CONCLUSION:
Instead of an hour, he upgraded to a 90-minute service. After the treatment, I asked his feedback.
“What do you think differentiates our prices from the other establishment?”
He mentioned, “The ambience, location, and your techniques are the difference.”
: See? It’s only you who can tell the difference, as you’ve experienced both services. I hope the money you’ve spent with us was worthwhile, and you recieved the value that you deserved. : Yes, I am. Thank you very much.Businessman pala siya, and kaya pala feeling ko we are on a negotiations. As long as we maintain honest marketing, sales will follow with the right clientele. 
