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Perhaps you could modify your offering to be either "Self-serve" with transparent pricing but no demos or "Hands on" with Webex demo, dedicated support etc. In
by mmelin 16y ago
Perhaps you could modify your offering to be either "Self-serve" with transparent pricing but no demos or "Hands on" with Webex demo, dedicated support etc. In my experience customers that insist on Webex demos make up for the pain in price insensitivity once convinced, but you need to be able to exploit that somehow.
- patio11 16y agoOne interesting thing about this customer type: they will pay you just to promise to do things that you were going to do anyway. (Like, say, respond to all inquiries within 24 hours.) They will also pay you to promise not to do things you have no intention of doing. (Like, say, closing in the next twelve months.) You can charge through the nose for things like that. (A week of my time costs $X. Two consecutive weeks costs a little less than $2X. A week of my time now and a week of guaranteed availability in Q4 costs about $8X, because if you need that particular combo you can find $6X in your sofa.)
- paraschopra 16y agoPatrick, I think I need to learn about this from you. Right now: all I say is that tell me your traffic requirement and we will give a quote. No strings attached!