6 factors to negotiating a win-win with customers.
Step #6 –How to negotiate with more customers on your product or service on the Internet of How to Best Manage the Sales Process with a Google Informed Client.
Editor's note: This is Step 6 of eight steps– Step 1: How to Manage the Sales Process with a Google Informed Client Speed in messaging is paramount...5 tactics to mitigate misinformation for your small business. Step 2: Isn't Everything Posted on the Internet True? There are millions of options to capture advice...here are 5 best practices when giving advice. Step 3: Clients Will Go Beyond Your Website To Research Your Business Your website is not the only place your clients will research what you sell. So how do you present what you have to offer? Step 4: Making a Plan to Demonstrate Your Business on the Web [Video] 6 ways to let the customer experience what you have offer over the internet. Step 5: Three Ways to Close More Sales Over the Internet How to close more customers on your product or service on the internet.
Negotiation on what you sell must create a situation in which the customer wins and you win. To do so you must first understand competitive pricing to negotiate with customers. Then, there are many other factors to consider when you are trying to sell something over the web. Often, it will happen without ever speaking or interacting with the customer (to properly negotiate with them).
This is considered one of the most difficult steps as we all believe the price is the only thing you will negotiate on; and in reality, that is just not true. My experience and research on how to win negotiations with customers on the web is not just based on price.
You must focus on these six factors when negotiating where you create a win-win situation with the customer:
1. Speed of Response
- When dealing with all information regarding the customers in today’s world, you first need to understand that they are more likely to buy from you because you care enough to respond to their needs quickly. Having the lowest price with slow response will often not win the deal.
- Google is full of information that your customers can gather.
As a result, you have to be equally or more informed than the customer. Not to be smarter, but to become their expert. Each potential client will have more confidence to buy from a site that has a high reputation and provides great education for customers.
- You do not have to be the least expensive, but your product must be priced competitively.
Amazon is a great example of being able to sell products at a little bit of a premium with great success because of the factors listed here in negotiations.
Next- Factors #4 through #6 when negociating a win-win with customers
About the author
Jaime “Jim” Hernandez, is president of Strategic Business Communications, Inc. which ranked #4122 in INC magazine’s Fastest Growing Companies in America. He contributes a column about marketing for Latin Business Today. A motivational speaker, marketing consultant and trainer, Jim has worked with more than 30 businesses in the U.S. and abroad. He is a member of the National Advisory Board of MYM, and has been a guest lecturer on sales and marketing at the University of San Diego.Website