Learn when to give your clients a discount or something special to close the deal, and when to stand your ground and hold on to your integrity.

1. SHOULD YOU
REDUCE PRICES
IN B2B
SOFTWARE DEALS?

2. IN TECHNOLOGY/IT BASED
BUSINESS, CLIENTS OFTEN
WANT SOMETHING
l
SPECIAL
LOWER PRICE?
NEW FEATURES?
LONGER TRIAL?
etc.

3. DO YOU
MAKE AN EXCEPTION
OR
STAND YOUR
GROUND?

4. 3 WAYS IT WILL PLAY
OUT:
YOU AGREE BUT FAIL TO KEEP THE
PROMISE
YOU KEEP YOUR PROMISE BUT LOSE
ON THE DEAL
YOU KEEP YOUR PROMISE AND STILL
ARE PROFITABLE

5. I BELIEVE
THAT SACRIFICING
PROFIT MARGIN
IS A VERY EFFICIENT
METHOD TO FAIL YOUR
CLIENTS, TEAM AND
INVESTORS

6. HERE'S SOME ADVICE
FOR APPROACHING
TOUGH CLIENTS

7. AVOID
CHERRY
PICKERS
WON'T BUY UNLESS
THEIR TERMS ARE
BETTER THAN WHAT
YOU OFFER
EVERYONE ELSE

8. LOOK OUT FOR
THE SNOWBALL EFFECT
ONCE YOU GIVE AN
AMAZING OFFER, THE
WORD IS OUT.
OTHERS WILL SOON
COME FOR THE SAME
AND SETTLE FOR
NOTHING ELSE

9. A HEALTHY APPROACH TO
GIVING DISCOUNTS IS:
YOU WON'T RISK
UNDERSERVING YOUR
CLIENT OR LETTING
YOUR TEAM WORK FOR
FREE TO MAINTAIN
PROFITS

10. IF:
YOU MANAGE A
BOOTSTRAP STARTUP–
VALUE CASH-FLOW OVER
MARGINS, DISCOUNTS WILL
HELP BUILD A TRUSTING
CUSTOMER BASE

IT'S YOUR FIRST FEW
CLIENTS- LIFETIME
DISCOUNTS ARE GREAT TO
GET CUSTOMERS ON MVP
STAGE

11. „I WON'T BUY UNLESS YOU
IMPLEMENT THE FEATURE I
NEED...”
NOW IT GETS A BIT TRICKY, LET'S
CONSIDER A FEW APPROACHES

12. „SIGN THE DEAL AND WE'LL
INCLUDE IT IN OUR PRODUCT
ROADMAP”
HIGH-PROFILE CLIENTS ONLY; CHANGING THE
ROADMAP IS A PAIN FOR YOUR PRODUCT
TEAM, DON'T MAKE THEIR JOB HARDER THAN
IT ALREADY IS AND RISK PRODUCT FAILURE

13. „WE'LL INCLUDE IT WHEN
WE GET MORE FEEDBACK”
SHOWS THAT YOU CARE
ABOUT CUSTOMER OPINIONS,
SMALLER CHANCE TO CLOSE
BUT YOU STILL HAVE YOUR
INTEGRITY

14. STILL NO DEAL?
FILE THE STUBBORN ONES UNDER
SOMETHING LIKE „FOLLOW-UP WHEN
NEW FEATURE IS READY” AND FOCUS
ON MORE PROMISING LEADS

15. CLIENT NEEDS
PERSONAL ASSISTANCE?
DON'T LEAVE
HIM HANGING!
...BUT ONLY WHEN IT'S
TRULY NECESSARY AND
YOU PROVIDE REAL VALUE

16. WHEN IS IT OK TO FULFILL
YOUR CUSTOMER'S REQUEST?
CRUCIAL OR HIGH-PROFILE CLIENT
INFLUENCIAL CLIENT
MAKE SURE YOU GET REFERRED
THEY PAY UPFRONT
KEEP THE CASHFLOW GOING

17. BRIDGE THE GAP
BETWEEN YOU AND
THE CUSTOMER
HAVE A FEW CHEAP
GATEWAY
PRODUCTS THAT
SHOW YOU'RE
CAPABLE OF
ADDING VALUE

CONSULTING

E-BOOKS

TRIALS

etc.

18. REMEMBER:
UNLESS YOU HAVE A
100% LEGITIMATE
REASON DO NOT LET
POTENTIAL CLIENTS
GET INTO YOUR
HEAD

19. IT'S GOOD TO KEEP
THE CASH FLOWING
BUT UNLESS YOU
REALLY NEED IT –
DON'T SATISFY
THESE TYPES OF
REQUESTS.
SACRIFICING YOUR
INTEGRITY WILL
COME BACK TO
HAUNT YOU.

20. THANK YOU FOR
CHECKING THIS OUT!
ENJOY THE
PRESENTATION?
CLICK HERE
AND READ THE
ARTICLE
CLICK HERE