In the business world today special price concessions to selected customers is frowned upon as a matter of company policy.
In a tightly knit industry it can not only cause problems, but it can kill ones' credibility. Some industries are so tightly constructed, that if one company sneezes in New York a God Bless you is heard from California. I sold in such an industry. Certain industries are like that and if you are in such an industry you better be careful how you handle your pricing.
The norm presently in business is basically for companies to have a one price policy for all their customers and they pride themselves in that. Furthermore in some instances there may be legal restrictions that forbid treating one customer more favorably than another.
There are however different ways to have customers take advantage of price concessions so that one can not only bolster business but do it in such a way as to treat everybody fairly.
A- You can offer close outs and make them available to all your customers as an incentive to buy.
B- You can establish quotas as an incentive to buy. They can be yearly or cover a specific time span.
C- Programs with certain stipulations offered to a customer for a specific time can be used as an incentive to buy.
D- Price concessions based on amounts or frequency of orders can induce customers to buy.
The key to using pricing in tightly regulated or close industries is creativity. As long as you treat customers evenly and fairly you can set up parameters to induce them to buy. It lies in the way you handle your creativity in the market place.
Thank you
Joe D'Ambra
www.basicsofsales.com
Sales blogs offering sales tips
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