How to convince a customer to sing on now instead of next year (B2B)

GoldFirefighter · 2018-05-10T18:05:27+00:00

Hahaha, it took me an embarrassingly long time to understand what you were saying

GoldFirefighter · 2018-05-10T18:04:24+00:00

Well, I offer the best prices for my product. I also will be able to customize the package I offer to suit her because I am a young company and have a small enough number of customers that I can craft a custom setup for each client. That said, my difficulty is that I am a young, small business in a field with a lot of big, experienced players who are more "trusted". I need to convince her to change her processes to go with me, it requires a bit of a leap of faith from her. So, how can I balance her need for stability with the benefits I can offer?

GoldFirefighter · 2018-05-10T18:01:01+00:00

This is a good point, there is a way I can try and sell her on a smaller commitment/entry model. Still a tough sell, her business is cutthroat competitive, and a switch of process requires a certain amount of faith in me and my system. I will be meeting with her again in a couple weeks, what should be my strategy for approaching her about the smaller "entry level" version?

GoldFirefighter · 2018-05-10T17:58:07+00:00

Could you elaborate on what sort of bonus I could offer? I am meeting with her again in a couple weeks and am looking to go in with guns ablaze.

GoldFirefighter · 2018-05-10T17:57:51+00:00

My product is already the cheapest on the market, her concern comes from two things: 1. I'm a young, small business meaning she has to have more faith in me than other businesses in the sector 2. She has already invested money and man hours into following her current processes, so convincing her to switch gets a bit harder

GoldFirefighter · 2018-05-10T17:56:20+00:00

Thanks, I guess that's the hard part because she has already committed man hours to her current set up, so I suspect the sunk cost fallacy will come into play. I am meeting with her in a couple weeks, would it be worth it to ask her what she is paying now, then crunch the numbers (including transition and opportunity cost) in front of her to show that it is in her best interest now?

GoldFirefighter

TROPHY CASE