Regardless of the situation, customers want to save money. Whether it’s on a cost per use basis, or direct pricing, customers need to see some way to produce a savings. As sales people, we need to try and sell products on features and benefits, and not get in a price war. However, every once in a while, you have that one client that you can trust. That one client you know will honor and respect your hard work and pricing. You just know that when you give them a savings on price, they’ll respect it and purchase from you. So, how do you impress them even further? Better yet, what system can you use to make their job easier and buy more often?
Help Your Customer: Remove Their Stress
Customers, just like us, are busy, stressed, and never seem to have the time to do the analysis needed to see the savings you are offering. It happens all the time. You know your product is better priced, and you know you can provide your customer with savings, but they are either too busy or don’t have the time to review your quotation. This is because most quotations for multiple products are just long lists that your customer has to go through item by item by item. Imagine having to review 10, 15 or 20 items on one quote. It can be frustrating.
The excel sheet below allows your customer to put in values for their demand, and their current pricing in the shaded YELLOW sections of the excel sheet entitled, “VOLUMES” and “CURRENT PRICING”. Your pricing is the bold BLUE pricing. This excel sheet is all about making your contact’s job easier when it comes to analyzing the savings you are offering. Sometimes when customers receive competitive bids for multiple items, they often don’t have the time to do all the analysis on savings, item by item. It can be both time consuming and frustrating.
- Only use this approach with a valued and trusted customer.
- Never use this sheet or approach with a new customer – they’ll use it against you to lower their current vendor’s pricing!
- Use this when you know your pricing will be much better overall.
- Use this when you need another reference on market pricing.
- Use this to help your contact do their job easier.
- If possible, present this as a package deal – don’t let your customer pick and choose what they will and won’t buy.
- Make it clear that this is to make your customer’s job easier and you don’t need to see their pricing.
This sheet is all about making your customer’s job easier when it comes to analyzing multiple items on a quotation. Here is what it looks like when the sheet is completely filled out.
Here is the excel sheet if you want to download it: Download Customer-Quotation-Excel-Sheet-Savings
This sheet makes your customer's job of finding savings a much easier process. If your items are better priced, the far section on the right will be shaded BLUE, or if your pricing is not a savings, it’ll be shaded RED. The bottom of the sheet will provide the total savings. Of course, to make it fit the post, I have condensed the entire sheet.
You can make it as large as you need. The bottom line is that this tool will help your customer do their job easier. Finally, make sure your customer only has to put in values for the Yellow shaded areas.Take care and happy hunting!
The above video is from the post: Your Customer Service Strategy Must Start with Marketing & Sales
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