Pricing Fuck Ups. Hard-(L)earned pricing lessons from the indie side of business. Ep02. Discounts will close the deal.

The Wrong Approach

Let anxiety win over. Not being able to shut up and get on “presentation mode” didn’t let the boss read the room. He rushed into closing the deal thinking that price would be an objection. Thinking with his pocket.

What would’ve done different if starting over

Set the boundaries of who’s in charge of the negotiation and how it will run.

What didn’t happen

Start new negotiations setting a premium, fixed price.

What did happen

We left money on the table (a couple tens of thousands of dollars).
We were still seen as the specialists, but now they knew we needed the sale. We had less power in the relationship.
We spoiled the relationship, for them now wanting discount at every transaction.

Pricing Lesson

Say the price, show the price and then shut up and wait. They might just buy it.

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Rod Aparicio

Rod Aparicio

Strategy Designer for Indie Consulting Firms