|
If you’re going to discount, here’s a more detailed view of yesterday’s rules:
- Specific.
Needs to explain WHY they’re getting the discount.
- In exchange for something in return.
Needs to say what’s being given in return for the discount.
- Explicit.
Needs to be stated in the proposal what, how and why the discount is there.
- Time-bounded. It has to be in a defined timeframe.
Needs to be a take it now, or leave it.
- Written at the end of the quote/proposal for what it is “Discounted price“.
Price → Discount → Price After Discount.
And here’s a great article by Blair Enns on a few more rules on discounting price.
Discounting, if used, is one last resort to close the deal. Giving the discount for them “to think about it” is giving any power you had away.
Remember this: YOU have the power.
|