SHOULD YOU REDUCE PRICES

IN B2BSOFTWARE DEALS?

IN TECHNOLOGY/IT BASED BUSINESS, CLIENTS OFTEN

WANT SOMETHINGl SPECIAL

LOWER PRICE?NEW FEATURES?LONGER TRIAL?

etc.

DO YOU MAKE AN EXCEPTIONORSTAND YOUR GROUND?

3 WAYS IT WILL PLAY OUT:

YOU AGREE BUT FAIL TO KEEP THE

PROMISE

YOU KEEP YOUR PROMISE BUT LOSE

ON THE DEAL

YOU KEEP YOUR PROMISE AND STILL

ARE PROFITABLE

I BELIEVE THAT SACRIFICING

PROFIT MARGINIS A VERY EFFICIENT

METHOD TO FAIL YOUR CLIENTS, TEAM AND

INVESTORS

HERE'S SOME ADVICEFOR APPROACHING

TOUGH CLIENTS

AVOID CHERRY PICKERS

WON'T BUY UNLESS THEIR TERMS ARE BETTER THAN WHAT YOU OFFER EVERYONE ELSE

LOOK OUT FOR THE SNOWBALL EFFECT

ONCE YOU GIVE AN AMAZING OFFER, THE

WORD IS OUT.OTHERS WILL SOON

COME FOR THE SAME AND SETTLE FOR NOTHING ELSE

A HEALTHY APPROACH TOGIVING DISCOUNTS IS:

YOU WON'T RISK UNDERSERVING YOUR CLIENT OR LETTING

YOUR TEAM WORK FOR FREE TO MAINTAIN

PROFITS

IF:

YOU MANAGE A BOOTSTRAP STARTUP– VALUE CASH-FLOW OVER MARGINS, DISCOUNTS WILL HELP BUILD A TRUSTING CUSTOMER BASE

IT'S YOUR FIRST FEW CLIENTS- LIFETIME DISCOUNTS ARE GREAT TO GET CUSTOMERS ON MVP STAGE

„I WON'T BUY UNLESS YOU IMPLEMENT THE FEATURE I

NEED...”

NOW IT GETS A BIT TRICKY, LET'S CONSIDER A FEW APPROACHES

„SIGN THE DEAL AND WE'LL INCLUDE IT IN OUR PRODUCT

ROADMAP”HIGH-PROFILE CLIENTS ONLY; CHANGING THE

ROADMAP IS A PAIN FOR YOUR PRODUCT TEAM, DON'T MAKE THEIR JOB HARDER THAN IT ALREADY IS AND RISK PRODUCT FAILURE

„WE'LL INCLUDE IT WHEN WE GET MORE FEEDBACK”

SHOWS THAT YOU CARE ABOUT CUSTOMER OPINIONS, SMALLER CHANCE TO CLOSE BUT YOU STILL HAVE YOUR

INTEGRITY

STILL NO DEAL?

FILE THE STUBBORN ONES UNDER SOMETHING LIKE „FOLLOW-UP WHEN NEW FEATURE IS READY” AND FOCUS

ON MORE PROMISING LEADS

CLIENT NEEDS PERSONAL ASSISTANCE?DON'T LEAVE HIM HANGING!...BUT ONLY WHEN IT'S TRULY NECESSARY AND YOU PROVIDE REAL VALUE

WHEN IS IT OK TO FULFILL YOUR CUSTOMER'S REQUEST?

CRUCIAL OR HIGH-PROFILE CLIENT INFLUENCIAL CLIENTMAKE SURE YOU GET REFERREDTHEY PAY UPFRONTKEEP THE CASHFLOW GOING

BRIDGE THE GAP BETWEEN YOU AND THE CUSTOMER

HAVE A FEW CHEAP GATEWAY PRODUCTS THAT SHOW YOU'RE CAPABLE OF ADDING VALUE

CONSULTING E-BOOKS TRIALS etc.

REMEMBER:UNLESS YOU HAVE A

100% LEGITIMATE REASON DO NOT LET POTENTIAL CLIENTS

GET INTO YOUR HEAD

IT'S GOOD TO KEEP THE CASH FLOWING BUT UNLESS YOU REALLY NEED IT – DON'T SATISFY THESE TYPES OF REQUESTS. SACRIFICING YOUR INTEGRITY WILL COME BACK TO HAUNT YOU.

THANK YOU FOR CHECKING THIS OUT!

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