One size does NOT fit all! Having the power to customize a product or service to fit our needs makes us feel confident in how we’re spending our money. The same is true for our prospects. In today’s episode, our host Donald Kelly meets with Joe Ardeeser, the Founder/CEO of Smart Pricing Table, to talk about using optionality to build trust and give agency to customers.
Ways to Offer Optionality
- Provide different service lines. If you have a customer who uses one of your services, tell them what else your company can do for them.
- Customize individual services. Talk to your customers about ways they can configure your service to work better for them.
- Offer options for different budgets. If you can’t downsize your offer, you might lose big deals.
Build Trust With Prospects
- Offering a “good”, “better”, and “best” option can help customers feel comfortable because they can see that you’re not just trying to get the most money possible out of them.
- Buyers need to feel like they have agency and control over how much they want to spend and what they’re getting out of the deal.
- Prospects are probably going to have conversations with other stakeholders before buying. Arm them with the knowledge of your optionality so they can consider things in their own time.
Don’t Lose Deals
- You can’t make EVERYTHING optional. Make sure the service will work, even if the customer wants a very stripped-down version.
- When customers don’t choose your product, most of the time you’re not going to know why.
- If you make it so that your prospect can add or subtract services to adjust the price, you can avoid losing deals by small margins.
Resources
Visit SmartPricingTable.com to schedule a demo!
Sponsorship Offers
- This episode is brought to you in part by LinkedIn.
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- This episode is brought to you in part by TSE Sales Foundation.
I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation.
Credits
As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.