With the stress of the election over, the promise of a working vaccine, and a rising stock market (as of this writing), there is reason to be cautiously optimistic about the future. However, at the present moment, buyers who want your product/service may still be reluctant to spend money now. Here are eleven ways to help them feel more comfortable about doing business with you.
Discount for a Trade
Think of what has value to you beyond your pricing and trade that for a discount. It might be worth your while to offer a special discount if your buyer agrees to
- Personally introduce you to three prospects you have been wanting to meet, but who you do not know
- Recommend you on various social media (with you writing the recommendation copy!)
- Commit to a multiple-year vs. a one year contract
- Barter one of their services for part of your service/product price
- Start before a specific date
- Modify their specs: a start time, a color, the number of check-ins, etc.
Offer Flexible Terms
If you prefer not to discount, even for a trade of something valuable to you, consider changing the terms of payment.
- Accept periodic payments over time rather than all at once
- Delay the first payment for a specified period of time
- Offer a rebate for any referral that comes to you through them
- Modify your offer to accommodate their budget
- Offer a buy one, get a second at half-off if they buy by a certain date
- Throw in another feature that has value to them, but doesn’t hurt your bottom-line: a particular start date, an extra widget, a follow-up check-up call, a longer warranty, an hour of free consulting, etc.
- Offer three options with corresponding features: least expensive, moderate, and premium, so they feel they have more choice in how they are spending their money
Value is in the Eye of the Beholder
Vision drives action. It’s largely how they see their investment in you that will determine buyers’ decisions. If you are seen solely as a risky cost, you will likely lose business. If you can reframe your value–without just dropping your price–by helping them justify their investment in your product/service, you are more apt to win their business.
Good luck!
Anne Miller
Words Matter – Make What You Say Pay!
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