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The power of options. And why to give 3.
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Pre-S. Influenza got me good this past week. Not fun having high fever sustained through days and nights. So, PSA, get vaxxed if you can. :) ------------ Giving your customers 3 options actually helps them. It gives your customers agency. That they are in charge —which they are— of what's next. It gives them a better view of your expertise and how you're thinking for them and with them. It makes the comparison easier between you and your competitors: it goes from "Why should i choose you?" to "Which one i choose from you?" 3, because it's the magic number. (: It gives them enough amplitude in the decision, without overwhelming them. It decreases the risk of the extremes. It helps you anchor high against yourself. It sets the tone to ditch discounting —"want a lower price? Take any of the 2 lower options. :)" Avoids analysis paralysis in your customers' brains. Pushes you to think in bigger ways than what the budget is. Try 3 options. It'll be ALWAYS better than your take-it-or-leave-it one-option. |
Rod Aparicio
Get one tip, question, or belief-challenge that just might change the way you market, to help your customers buy. A *daily* email for b2b founders on improving your business —without the bullshit.
Many people in sales think that's charm what gets them to keep accounts and/or close deals. It's not. In the vast majority of cases what gets (mis)labeled with charm is: over promising, underpricing or conceding to any price pressure or to give away discounts as a default And that's not charm. It's a lack or underdeveloped skills in sales —but most importantly, in knowing how to articulate the value they help create. What are the ways you train and develop your skills? Because "charm" will...
Is it bad to keep the same price for 10 years? Or is it good to keep the same price for 10 years? Same. No incremental raises, no inflation, no higher-costs compensation, nothing additional.
Knowing how to do their thing is what differentiates experts from non-experts. Now, it's not only knowing how to. Having this in the back of your head makes it visible, BUT only when it's in action and you're not in action 24/7. There's a way, though: with your how-to structured and articulated. How do your customers have access to your knowing how to when they look for someone like you?