What If Customers Are More Sensitive To Price?

　　 Marketing strategy for big customers: 1., seize the opportunity to reduce prices.

Prematurely involving prices is ultimately achieved. interest Sales are harmful. We should know that the seller and the buyer constantly explore the bottom line of each other's business during the transaction process. Although in general sense, the bottom line transaction is a win-win result, but who wins more, who wins less is quite different. The immediate consequence of prematurely involving prices is to divulge the bottom line of their prices and lose the initiative in sales. At the same time, no product can meet the needs of one hundred percent customers and there are certain defects. These will become the reasons for price reduction.

"If you don't have yellow, make a ten percent off, we can buy other colors." Such a price reduction is usually hard to refuse. With the deepening of communication, price reduction always runs through business activities. The price of prematurely spoken words will undoubtedly become a target for customers.

Industrial Marketing Research Institute small Kanban: the best time to quote is in Communicate After that, the transaction is about to be concluded. In this way, once the quotation can be transferred directly to the contract, the bargaining factors and time will be reduced. Moreover, in the early communication, customer needs are clear, and the advantages and defects of the products have been understood. These factors no longer constitute reasonable grounds for reducing prices.

　　 Major customer marketing strategy: 2. pay attention to price reduction strategy

The focus of price sensitive big customers is price, so their goal is clear, that is, how to buy products at the lowest price. This type of customers often send people with different faces to bargain.

Before making a clear price cut, the most important thing is to make clear the procurement staff inside the customer. Effect Or decision-making power. If we can not determine the role of purchasing personnel in the procurement process, the price reduction can only be "not necessarily". If a general salesperson wants to get the project in a hurry, he will easily reduce his price before purchasing. The function of purchasing personnel is mainly to collect information, and can not play a final role. Therefore, salesmen can easily fall into the trap of customers, and "cut prices" when purchasing these managers, vice president or even the last clapper.

Industrial Marketing Research Institute small Kanban: every reduction means a further loss of the company's interests. Sometimes, some sales staff can not grasp the key points to drop the price again and again, resulting in the company's profits declining. Therefore, it is a wise choice to start lowering prices before the key roles in the project. The price reduction can be greatly reduced only when the key players are in the market, and the most important factor for non key roles is respect.

　　 Big customer marketing strategy: 3. let customers have Gratification

Customers seek the lowest negotiating price to facilitate sales. In the process of price reduction, making customers feel satisfied can often make price negotiations easier to carry out.

　　 Big customer marketing strategy: 4. reasonable transfer of sight.

Transfer the degraded negotiation to the added value of the product. Customers have his extra. demand When these demands bring more benefits to customers than the price negotiated, he will probably give up, ignore or reduce the price reduction requirements.