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Getting the pricing right
- estimating the impact of your price offer |
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(Fred, Brusino Arsizio, 2005) |
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The goal of this page is to help
you estimate if you hit the right point with the
offer you make. Just compare the look and the shade
of the client's face with the images below and you
roughly know where you are. Please don't do this
real-time, meaning, do not ask the client to 'keep
that for a minute' while you check and compare with
these images. Make it like a mind game. Experience
has shown it otherwise negatively impacts the collaboration. |
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Please do your homework.
You offer made no impression whatsoever, well
within budget. He will probably simply continue
talking, explaining on how your services is
going to be a amjor deal for the company etc.
All bla bla. He'll also probably forget about
you untill you call in about a week or so.
Since your offer is well within budget he
did not need to think nor to discuss. Simply
have you wait and confirm when you call back. |
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OK, you made an impression,
it came through although it might not have
been the impression you were looking for.
You probably hit about what was budgetted
for. The impression you made probably had
less to do with the value of your service
and more with the fact that there now will
be no room left to throw that party or to
buy that new hardware. |
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Now we are talking. You've
hit the right starting point for a discussion.
Enough above budget to get him worried, not
enough to start thinking about competitors
and the time/effort it will take changing
everything. Be prepared to know your key features,
and what it is the client is trying to achieve. |
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Oeps. You went to far. Your
client now is going through the pro's and
con's of your competitors, trying to think
of where the competitor's telephone numbers are, and who was that sharp
guy again he had to turn down because he
was already in business with you.
Be prepared not only to list your key features
but also how they compare to your competitor
and how your competitor will not be able to
offer what you can, especially not by that sharp
guy. |
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Call 911. Your offer was
way off, and the customer passed-out flat.
If you are lucky he will not remember what
made him pass-out and you might be able to
blame the lousy coffee or the bad food. Maybe
the failing airco. What ever. If not, start
packling and start all over again with the
next one. |
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