Negotiate with your clients

Many times in negotiations a seller and professional negotiator (procurement) are having discussions. It can be a rather unfair conversation when the objectives, experience, and skills are not quite equal.

One way to level the playing field is to change the conversation. As a service organization grows we can look ways to get away from hours, full-time employee measurements, inputs - and working toward deliverable and results or stated in another way - focusing on the VALUE provided.

Some ideas on how to change the conversation:

Presenting Pricing Options - look at version of what could be provided. This helps to eliminate a yes/no decision, offering a discussion and providing a path to the yes!

Use value based language - change the vernacular. How many times when speaking with a client is "cost" said? Too many! Instead of cost, say - value, investment, price. There are so many alternatives of words to use.

Remember that not every client can be on your A list - let's be honest, not all clients are really created equally. If a client only cares about price, they are most likely not as interested in the value. Reviewing your client list will lead to understanding where to better focus.

Utilizing a trusted partner to negotiate pricing with your client's procurement department can lead to better client relationships. If your organization does not have a strong pricing / financial person we suggest finding one! Formalizing the role and function will implement value, transform pricing, and bring strategy to the conversation.

#customerengagement #clientsatisfaction