Maybe it isn't the price they're balking at, but when it is due. They may feel as though you’re pulling a price out of thin air to maximize your own profits.
We have our own in-store service department.”. Explain what the cost involves and why it is what it is.
Lisa Garnier is a freelance writer and research expert. This particular phrasing should be approached with close attention. Understand that a negotiation doesn't have to be a power struggle. An email requesting for a price quotation or specifications from an organization is quite straight forward and can be easily accomplished using your existing knowledge of good email writing skills and etiquette.
Say, “The cost of this solution encompasses best-in-class customer service and highly trained and experienced support 24/7.
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In this instance, you should take down their information, give them your business card, and thank them for coming in. Make sure they understand that you want to satisfy them and make them happy, but that you also have a business to run and can only go so far. Conversations are more productive when both sides are open. Perhaps they're comparing your price to another that isn't an apples-to-apples scenario, and a detailed look at that can help resolve things. We can look at some options without some of the bells and whistles, and I can show you some of our affordable financing options.
Perhaps there is a service or follow-up you can provide that will make the customer feel they are getting a longer-term commitment and more value. When the dealer delivers, sets up, and installs, the spa customers know it’s been done right which will save them money in service calls for a cheaper model that is incorrectly installed.
Save my name, email, and website in this browser for the next time I comment. There are may reports that suggest that people love to buy things when they come to know of price reduction either for temporary or for permanent purposes. Instead of caving and asking what their budget is, explain why you’ve presented the price you have. Your response here should be firm.
The problem is that customers come to your store with expectations based on what they’ve found online or seen in big box stores.
Others just want something for nothing, and these are the ones likely to cause headaches later on with service and maintenance issues because they bought a cheap product and got what they paid for. Whatever price you give them, their first response is always to whack it back. That can feel like a great bonus.
There is a difference between “it’s too expensive” and “I can’t afford it.” When customers say a product is too expensive, they are making a value judgement. Use your bargaining power to get a good deal. Show a level of care that goes beyond the immediate deal.
Let’s work together to make sure you get a quality product that best meets your needs. If the current state of the supplier's market means prices are falling, point this out.
Consider giving a little by offering things your customer values highly, but that have a low incremental cost for your business. The customer will see that you value the relationship and really are trying to find a solution, and that, in the end, may be part of what they were looking for all along. This is a good time to give them a detailed side-by-side comparison of your brand and the online or big box brand.
For example, Arant says that customers are most surprised to find that “a 3-seater is not half the price of a 6-seater.” Once they realize the cost has to do with the equipment and not the size, customers may be willing to alter their budgets.
By reducing the price of product you basically open the market for new potential customers attraction. Lacey Arant of Charleston Pool & Spa finds that many customers are comparing spa dealer prices to big box stores and “believe they can buy a 6-person hot tub for $5,000 or less.” She goes on to explain to them that they “will spend more for a better quality spa from a spa dealer.” This is also where Arant emphasizes their service department and warranty along with other value-added features such as “ABS bottom, full-foam, and better plumbing.” When you know what you’re being compared too, you can easily explain that competitor pricing is lower because they don’t offer the same value as your products. Reach out to me anytime and I’ll happily help you find the right spa for you.”. A spa is a significant investment, but if the funds become available in the future, we’d love to work with you.
The key is to make sure the customer understands what they are getting for the price when they buy from you rather than online or from a big box store. Write an email with subject line to your prospect so that you can convert, who is adamant to have 30% discount whereas, as per company policy you can give only 20%. If they are unwilling to state a specific budget or give a price range, they may not know what they want or how much they can spend. Find out their true priorities and you may uncover how you can provide something they really care about. I also ask, who is going to service the spa when you have an issue? All rights reserved, Insights and Inspiration to Help Grow Your Business, Check for Pre-qualified Credit Card Offers, Credit Intel – Financial Education Center.
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