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๐—ฃ๐—ฟ๐—ถ๐—ฐ๐—ถ๐—ป๐—ด ๐—œ๐—ป๐—ป๐—ผ๐˜ƒ๐—ฎ๐˜๐—ถ๐—ผ๐—ป

Two chefs fight over the last orange. Each chef needs the orange for their recipe. After some fiery debate, they realize that while one needs the juice, the other requires the rind.


You may be near to closing a significant deal but stuck on a couple negotiating points. Let's turn up the flame.


๐—™๐—ฟ๐—ฒ๐—ฒ ๐—ง๐—ฟ๐—ถ๐—ฎ๐—น โ€“ Offer a free trial or sample to demonstrate your value. During the period, reinforce how you can help the client succeed.


๐—–๐—ฎ๐—น๐—ฐ๐˜‚๐—น๐—ฎ๐˜๐—ฒ๐—ฑ ๐——๐—ถ๐˜€๐—ฐ๐—ผ๐˜‚๐—ป๐˜๐˜€ โ€“ Lower prices to benefit long-term cash flow (e.g. large volume, multiple-year deal, and upfront payment).


For new offerings, an โ€œearly adopter discountโ€ recognizes the buyer's risk while keeping the full price as an anchor.


๐—ฆ๐—ฒ๐—ฟ๐˜ƒ๐—ถ๐—ฐ๐—ฒ / ๐—ฃ๐—ฟ๐—ผ๐—ฑ๐˜‚๐—ฐ๐˜ ๐—™๐—ฎ๐—ฐ๐˜๐—ผ๐—ฟ๐˜€ โ€“ Negotiate ways to save costs without badly impacting the client, e.g. quarterly versus monthly reports.


๐—•๐˜‚๐˜€๐—ถ๐—ป๐—ฒ๐˜€๐˜€ ๐—–๐—ผ๐—ป๐˜€๐—ถ๐—ฑ๐—ฒ๐—ฟ๐—ฎ๐˜๐—ถ๐—ผ๐—ป๐˜€ โ€“ Discount price if the client will help you grow, such as a co-marketing commitment (e.g. case study).


Respect both sides and consider each ingredient to creatively build a long and successful relationship.


๐˜›๐˜ฉ๐˜ช๐˜ด ๐˜ฑ๐˜ฐ๐˜ด๐˜ต ๐˜ช๐˜ด ๐˜ต๐˜ฉ๐˜ฆ ๐˜ด๐˜ฆ๐˜ค๐˜ฐ๐˜ฏ๐˜ฅ ๐˜ฅ๐˜ช๐˜ด๐˜ค๐˜ถ๐˜ด๐˜ด๐˜ช๐˜ฏ๐˜จ ๐˜ช๐˜ฅ๐˜ฆ๐˜ข๐˜ด ๐˜ฐ๐˜ฏ ๐˜ฑ๐˜ณ๐˜ช๐˜ค๐˜ช๐˜ฏ๐˜จ. ๐˜š๐˜ฆ๐˜ฆ ๐˜—๐˜ณ๐˜ช๐˜ค๐˜ช๐˜ฏ๐˜จ ๐˜›๐˜ช๐˜ฑ๐˜ด ๐˜ง๐˜ฐ๐˜ณ ๐˜ต๐˜ฉ๐˜ฆ ๐˜ง๐˜ช๐˜ณ๐˜ด๐˜ต ๐˜ฑ๐˜ข๐˜ณ๐˜ต.


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Photo by Gaby Yerden who can be found here: http://bit.ly/30CqnBS

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