Here’s a Simple Strategy to Stop People Asking for Lower Prices
What did you do the last time a customer asked for a cheaper price?
I’m sure that many salespeople will have offered a lower quote. Let’s face it, it often feels necessary to match a competitor’s pricing.
Remember that if someone is asking you for a lower price it means that they want to work with you. That means you should make an agreement that works for you as well as them.
So how do you do that?
Always ask for something in return
In the printing industry we are used to giving away too much. But it doesn’t have to be that way.
Here are some of the things that you can ask for in return for a lower price:
- an easier schedule
- better payment terms
- more work
- a testimonial
- a referral
Don’t give away something for nothing
Make sure you walk away with something in return for moving on price.
PS Find out more ideas on how to increase sales with today’s buyers: download my free e-book “Ten Common Print Selling Errors and What To Do About Them” right now. You’ll also receive my regular “Views from the print buyer” bulletin, full of ideas on how to sell print effectively.
Many printing companies are frustrated how hard it is to engage buyers in today’s world. That’s where Matthew Parker can help. He is a gamekeeper turned poacher. Parker has bought print for more than 20 years and received over 1,400 print sales pitches. He now uses his buyer’s point of view to give practical advice to printers. He helps them engage with prospects and customers to create profitable relationships.
Download his free e-book, “Ten Common Print Selling Errors And What To Do About Them”