Think Small to Boost Your Sales
May 26th, 2009Normally in sales, it’s good to think big. But in this economy, it can be helpful to think small instead. With budgets squeezed and credit crunched, now is the time to offer value-sized and value-priced options.
Sure a big sale is better than a small sale, but a small sale is better than no sale at all. And right now, most companies need every sale they can get.
So, how can you make your product or service more easily fit your prospect’s downsized budget? Consider one or more of the following:
• Offer a smaller size.
• Offer a smaller quantity.
• Break up your product or service into individual pieces and sell them a la carte.
• Offer a stripped-down version of your product or service, with fewer extras.
• Offer your service for a shorter length of time. (e.g. 30 minutes vs. 60 minutes)
• Require a shorter commitment. (e.g. 3 months vs. a year)
• Serialize your offering so customers can spread out the use and the payments.
Bigger isn’t always better. And if you’re having difficulty making sales because people can’t afford your product or service in it’s present state, it may be beneficial (to both of you) to downsize it.
March 16th, 2010 at 9:54 am
Thanks for sharing this. I’ve been suggesting to my clients that they break off their offerings to smaller chunks. It’s very good advice. Some people can’t afford the full program, but they will purchase one part. Once they found out how good that one part is, they often return for more.
Good selling!