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Rod Aparicio

Money is not a problem.

Published over 1 year ago • 1 min read
"Money is not a problem."

In a negotiation in behalf of a client, I asked my client:
"Please give me the prices (at full) for these 2 programs your customer wants to buy. Money is not a problem. They have as a minimum 24K euros."

The answer?

"Here. This is the price —but you can offer it for less."

The "less" price?

16K

The fear of "losing" the opportunity made them leave money on the table. Despite having the extra approved budget.

Of course, now comes the ethical question:

"Isn't this ripping your clients off, Rod?"

No.

  1. The price is at the standard level. Without discount. (Why offer one when they don't ask for it? 🤷‍♂️)
  2. A bigger margin makes the business more profitable. Which means a longer time for the business to keep serving.
  3. The customer is happy to pay for it. The value of what they make with this is in the millions (literally).
  4. A bigger margin enables you to serve better on whatever might or might not happen.
  5. Having the price agreed, approved by the customer, enables you to think of "What could I do for this price, so they're delighted?"
  6. Whenever they call you, you'll be more than happy to answer and serve them.
  7. You'll look for more clients like this one. They're good-fit clients.
  8. You're seen as THE expert. And experts charge more.
  9. The price is acceptable. Go and try again with others like them.

Here's the thing

Seeing everything from a perspective of fear of losing will make you ignore the green flags and go to your default: Give it for a lower price.

You'll leave money on the table.

You won't serve your customers at your best. Because what they want (and you, too) is to be delighted.

And you're delightful.

Rod Aparicio

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Read more from Rod Aparicio

Business model. New business model. Revenue model. 3 different things that might overlap, and are not the same. Business model: how your business operates and the results it makes. New business model: how you get new deals. Revenue model: how you make money and where to find it. Missing the point and clarity on how they all work (together and intertwined) guarantees that your business will be out. It's not rocket science.

about 6 hours ago • 1 min read

When you and your prospect are about to talk price, just drop the grenade —and shut up. The one who breaks the silence is the one who will give more concessions. Let them struggle with the price and give them space to ask for guidance.

1 day ago • 1 min read

First, willful ignorance. It's the avoidance of the facts and what's the situation. It's choosing to ignore all the red flags and moving away from making a decision. Why? Because it might feel uncomfortable. Or hard to make. Or the consequences are not the desired ones. Choosing not to see and know will not make the problem go away. It'll make the next phase of the situation inevitable. Choosing not to know so that it doesn't exist is magical thinking. It's wanting to have a sense of control...

2 days ago • 1 min read