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Orders of magnitude
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When developing and designing your offerings (offering/product ladders, too), take your pricing in orders of magnitude, related to the value. If you have something for 100, how would this turn into 1000 for your customer? If you have something for 50K, how would this turn into half a mill for your customer? This will push you to think in terms of your customer, and not in terms of you. When you crack that code, it becomes simple. You stop going from "How can I squeeze the most of what I got paid —and not spend more?" into "What else can I do for them?" That's what'll make you grow. |
Rod Aparicio
Get one tip, question, or belief-challenge that just might change the way you market, to help your customers buy. A *daily* email for b2b founders on improving your business —without the bullshit.
If you're going to discount, here's a more detailed view of yesterday's rules: Specific.Needs to explain WHY they're getting the discount. In exchange for something in return.Needs to say what's being given in return for the discount. Explicit.Needs to be stated in the proposal what, how and why the discount is there. Time-bounded. It has to be in a defined timeframe.Needs to be a take it now, or leave it. Written at the end of the quote/proposal for what it is "Discounted price".Price →...
Giving discounts: taking a price off of something —or adding something up to your offering. But... what's the reason (or reasons) to give a discount? Is it to give it when they ask for it? Is it to close the deal? Is it because you have no power in the negotiation? Is it because they have all the power in the negotiation? Is it because you can't say No? Is it because they don't have money? There can be a million reasons (or even more). And that's fine. One thing you can ALWAYS say, and need...
Do you give discounts? If so, how does that go?