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What about their budget?
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Even when you hear me say (over and over) that your price has nothing to do with your customer's budget, you can always find a workaround. If their budget is way off your minimum, you have 2 options. Saying No. Saying Yes. Wait... Saying Yes? To lower than MY minimum??? WTF, Rod? You can say yes, in a way that's profitable for you. You may not deliver the whole thing you have in mind, but there might be something you could do, and make it profitable for you (I'll say it just in case anyways: something that will MAKE your customers' life better):
You can get (more) creative in ways to serve your market, than going full steam on. Or you can just write answering their emails publicly... like... in a daily publishing practice... :) Paraphrasing Blair Enns on pricing: "There is no price at which you can't deliver a profitable solution." |
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?