Clients push for pricing because that is their basis of comparison. Have you presented pricing too early and regretted it? Here is a process that will help best position what you are offering…
Wait!
Try to not immediately respond to that pressure.
Solution Overview
Before answering a client pushing for pricing, take them thru a summary of:
- What you are providing
- How it works
- How it is delivered/implemented
- Value solution provides
This provides opportunities for further qualifying the opportunity and aligning your solution.
Value your company is providing
This is a critical part of directing the conversation away from a “price only” comparison. How will the client benefit from your solution?
- Save time?
- Save money?
- Increase revenue?
- Others?
Another great opportunity to learn more about the client’s goals and position your solution as the best path to achieving them!
Pricing
Now you have established some “context” for your pricing…and, if you have done your homework on the client, demonstrated your interest in providing value for their business!
Feel free to contact me directly for ideas and/or help on this or other topics!
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