Give Clients Options to Win Business

I want to share a pointer on sales and pricing.  First when a person asks for a price – don’t just email them or tell them over the phone – meet them in person.  You have to build rapport in order to do business with someone and you don’t build a meaningful relationship thru email and phone alone.  Next, pricing is tricky – you don’t know what the other person’s expectation is so you don’t want to be “out of the ballpark” but you don’t want to under price and lose margin that you need to grow your business.  I find it best to give people 2 price options – then you allow them to be part of the decision and can provide the serivce at a value that they can appreciate.  For example for management give an option where  you do frequent visits and charge extra for this added time – and then also give an option with fewer visists – or no accounting included and you can give this lower price and see what resonates with the prospect.  You will notice what gets their attention and then work on that angle further. 

Same goes for maintenance work – get a price to just fix the project that may last 1-2 yrs – and then give the a price to completely renovate or replace the item.  Let the customer decide what they are looking for and what their budget is.

Prospects and Clients will appreciate the options, appreciate your being more of a resource, and you’ll do more business.  Good luck!

Published on August 3, 2012 in Business Start Up

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