Tips on Selling to Price-Sensitive Customers |
Greetings!
Customers are more likely to be price-sensitive when: - They see little differentiation in the product they're buying.
- Service levels are about the same among their vendors.
- Products or services are easily compared.
To reduce price-sensitivity, find ways to increase the magnitude of difference between you and the competition. Can you: - Make it more convenient to buy?
- Deliver it quicker?
- Prove you're more reliable?
- Reduce risks?
- Include something for free?
Uneducated buyers are more likely to use price as a benchmark. If your customers lack the knowledge necessary to fully understand pricing differentials, educating them is a smart way to improve profit margins and foster loyal relationships.
Linda Bishop Thought Transformation, Inc. |
Sell More Profitably Webcast Training on October 8th
This is topic for the third session in the "Relationship-Building Strategies" Webcast." In this session, Lucy and I will share information related to pricing and profitability gathered from a wide variety of research reported in The Harvard Business Review and other sources.
If you have already signed up, I appreciate your business!
If you would like to attend here are the details:
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