How to Sell at Higher Prices?

In order to reach customers who, have great uncertainty at the time of purchase and to improve the unit margin of the products sold, flexibility must be offered in the cancellation conditions to increase the probability of successful sales, even at higher prices.

Friday, June 19, 2020

In difficult times, such as the current scenario generated by covid-19, the companies that win will be those that provide greater peace of mind to their customers, even if they sell their products at higher prices.

Flexibility is an added value priced upwards in an economic and social environment where uncertainty seems to be here to stay. That is why "flex" pricing modalities can be a great alternative, explains an article by Ariel Banos, a specialist in pricing strategies.

Flex" pricing alternatives to solve the main causes of customer uncertainty at the time of purchase:

1. Customer problem: "Long-term contracts are rigid and difficult to cancel."
Solution: Flex subscriptions: "Contract and cancel simply and quickly."

2. Customer problem: "I buy things that I will never fully use."
Solution: Pay-as-you-go: "Pay only for what you use."
                                   
3. Customer's problem: "The proposal includes things I will never use."
Solution: Unbundling: "Pay only for what you need."

4. Customer's problem: "The amount offered is more than I need or can pay."
Solution: Reduced sizes of presentations: "Buy the amount strictly necessary."

5. Customer problem: "I am not sure if the proposal will be as successful as promised".
Solution: Success Fee: "Pay as you go"

6. Client's problem: "I'm not completely convinced, and I'm afraid I'll regret it."
Solution: Guarantee of changes and cancellations: "Change or cancel without costs or worries."

See full article at Fijaciondeprecios.com (in Spanish).

Do you need to analyze the new commercial reality and its impact on companies?

Check out the "System for monitoring markets and economic situation in Central American countries", developed by CentralAmericaData.



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