In customer budgeting cycles if you don’t have to! If possible, you want to:
- Essentially, sell at just the right price point that your contact / champion can afford within his or her own budget. You don’t want to get caught up in your customers annual budget cycle.
- Avoid having a price point that requires multiple reviews and levels of approvals
The contract dollar amounts may be higher, but ge sure to gauge that number against the time and effort spent selling your product at multiple levels to multiple people - Keep the product simple enough that you don’t have to involve too many teams with signoff approval.
- Make sure, once you have a beachhead in one area of the business that it can be leveraged into many others. This is where you have a bigger bang for your buck if selling to the larger organization. You already have a satisfied customer, the product is working for them, now up sell!
- Empower your client to share your product within other areas of the customer’s business (or even their customers)
Obviously, these may not work for all types of products or services, but they do apply to most. Disagree? Let me know!
