When a client asks for a discount, the focus should be on demonstrating value, not reducing price. To achieve this, follow these practical strategies: Highlight the benefits: Emphasize the results your product or service delivers, using data or success stories to justify the investment. Add value: Instead of lowering the price, offer something extra, such as extended support or customizations. This creates a sense of gain without impacting your margins. Negotiate commitments: Consider discounts tied to long-term contracts or higher service volumes, ensuring mutual benefits. Showcase your differentiators: If the client mentions cheaper competitors, highlight what makes your solution unique and the risks of choosing solely based on price.

Uma abordagem que funciona bem nessa situação é agregar valor em vez de ceder no preço. Por exemplo: Incluir bônus complementares: Ofereça uma consultoria extra ou uma pequena funcionalidade adicional, que tenha baixo custo para sua empresa, mas alto valor percebido para o cliente. Priorizar flexibilidade no pagamento: Negocie condições de pagamento mais suaves, como prazos estendidos, ao invés de descontos diretos. Co-criação de valor: Proponha personalizações ou soluções alinhadas ao objetivo específico do cliente, demonstrando que o foco está em resultados, não apenas no custo. Essas abordagens mantêm a percepção de valor elevada e reforçam a confiança no serviço.

Navigating a discount request while maintaining value involves a strategic approach: 1. Understand Their Needs: Ask why they need a discount to tailor your response. 2. Highlight Value: Emphasize the unique benefits and how your solution meets their needs. 3. Offer Alternatives: Suggest extended payment terms, additional services, or bundles instead of a direct discount. 4. Volume Discounts: Propose discounts for larger commitments or longer contracts. 5. Case Studies: Share success stories to reinforce your value. 6. Negotiate Terms: Ensure mutual benefit, like longer contracts or upfront payment. 7. Stay Firm but Flexible: Stand firm on pricing while seeking a win-win solution.

Discount negotiations with IT clients don't require you to lower your prices. Why? Because discounts are often requested out of habit, not necessity. When a client asks for a discount, they're testing your confidence in your value proposition. And here's what you need to do: → Reframe the conversation around value → Focus on deliverables and outcomes → Highlight the ROI they'll receive Don't immediately: → Try to match competitor prices → Panic and offer a reduction → Compromise your worth Remember: Every time you discount, you're telling clients your initial price wasn't justified. The question isn't whether you should give a discount. The question is: Are you ready to stand firm on your value? The choice is yours.

Em uma proposta há o escopo das necessidades e o preço para entrega dos serviço com a qualidade e com o cronograma esperado. Se houver a solicitação de desconto, é importante entender as prioridades e trabalhar juntos em uma revisão do escopo. Demonstrat o valor da solução e o retorno do investimento, é um grande aliado nessas negociações.