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.
Your value is not important
|
Value pricing. There's a big misconception with it. It has nothing to do with your value —or how you perceive your own value, or how your customers have to understand what you sell to show them how you justify your prices. Or how much effort you put into it. Or how cool you are. Or how great your work is. None of it. Take yourself out of the picture. Value pricing has to do with what your customer values —what they believe is important. Value pricing takes this factor and prices in alignment with it. What you think you're worth, what effort you put to justify your prices, how you value yourself —while important in a specific setting in your business— has nothing to do with what your customers value. And how do you get to know the value? You don't guess. You ask. :) |
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?