The Price Objection

04/28/2010

The goal for most people should not be to feel better but to get better at feeling.
Shannon L. Alder, author and therapist

If you run a high quality program, you probably are frustrated when parents checking out your program lose interest the minute you tell them your fees. In Little Red Book of Selling: 12.5 Principles of Sales Greatness (Austin: Bard Press, 2005) Jeffrey Gitomer offers some useful advice. Although his book is aimed at folks selling widgets in Wyoming, it does have some ideas that spill over to us. In overcoming the price objection he advises...

"Don't focus on the sale, focus on the lifetime use of the product or service. Get your probable purchaser to visualize what life will be like after they take ownership. If you can concentrate on use and ownership, then you can focus on cost and long-term value as opposed to price."

Now its not too big a stretch to see the issues we want parents to visualize: comfort of knowing a child is in a safe, secure place so they don't have to worry while they work, excitement of knowing their child will be enjoying himself and making friends, satisfaction of providing an environment where child's optimum development is the aim.

Tool for Evaluating Your Program's Administration

The Program Administration Scale was developed by Paula Jorde Bloom and Teri Talan based on the growing consensus that the quality of early childhood programs should be determined by more than just the classroom learning environment. This valuable tool incorporates data obtained through interview or self-report, document review, and observation to reliably measure the administrative practices of an early childhood program.

The Program Administration Scale includes 25 items clustered in 10 subscales, which measure both leadership and management functions of center-based early care and education programs. It can be used in multiple ways: program self-improvement, technical assistance and monitoring, research and evaluation, and public awareness.

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