Once your price is set, it's stuck there. In this guide, we'll give you the sales tips and pricing strategies to sell value, negotiate and make a profit while doing what you love. By Jennifer Riggins for http://www.quoteroller.com

1. Stellar Pricing
Strategies
Sales Tips for how to sell value, negotiate
and make a profit while doing what you love.

2. Start by asking yourself:
What is the value of our product or service?
Why is it beneficial?
What problem does it solve for my client?
How much time/money will they be saving by
outsourcing?

3. Know Your Client
Bid higher with larger, institutional clients
Bid lower with individuals with up-andcoming startups with friends
Also look for value, asking yourself:
Will this project improve our portfolio?
Is this a new direction we want to head in?

4. Set an Absolute Minimum
Once you lower your bar, it’s stuck there
Know what you’re worth and don’t drop
below.
In general, the lowest range of rates you
see advertised aren’t your caliber of work.

5. Ask high, but be
willing to negotiate
Rule of Thumb: Quote 50% higher
than your absolute minimum
Don’t be afraid to scare away with
asking too high — you’re worth it!

6. Use Price as an
Opportunity to talk Quality
Winning every bid isn’t always good for business.
1.
Price smooths Supply vs.
Demand.
2.
Price is a statement of your
value.
3. Price is a differentiator.
This advice offered by Jason Blumer of Blumer & Associates CPAs.

7. 1. Price smooths Supply vs. Demand.
If you’re winning every pitch, you’re
probably not charging enough…
Because there is a limited supply
(your company’s resources.)
Raising your prices is a sign that
you are in high demand.
This advice offered by Jason Blumer of Blumer & Associates CPAs.

8. 2. Price is a statement of your value.
A higher price says, “We are good at
what we do and we know it.”
This kind of confidence lets the right
clients know you are going to take
care of them.
Let the world know you that you only
serve a select few.
This advice offered by Jason Blumer of Blumer & Associates CPAs.

9. 3. Price is a differentiator.
“We are different and we know it.
That’s why our prices are higher.”
A price that’s higher than the
competition will make clients ask,
“Why are you so much more?”
Answer them with all the ways you’re
more valuable.
This advice offered by Jason Blumer of Blumer & Associates CPAs.

10. How NOT to
negotiate price
If you’re looking
for a long-term
customer, price is
not the
conversation you
want to be having.

11. How NOT to Negotiate Price
Everybody loves a Package:
Instead of cutting numbers, offer
something extra.
Everybody loves Reassurance:
Offer a free trial or a money-back
guarantee.
Everybody feels like they can Barter:
So don’t low-ball from the start.

12. How NOT to Negotiate Price
Just because a client talks price doesn’t
mean it’s important to him.
During the crisis, asking for lower prices
becomes habit. Steer that conversation toward
value, not dollars.
Before entering a sales call, know your limit.
And don’t be afraid to walk away.

13. 5 Tips to Negotiate
VALUE of Service
1. Let your customer initiate the price
conversation.
2. Change that conversation right away.
3. Break down how each service (and price)
aligns with customer needs.
4. Talk long-term advantages.
5. Stand by your plan with consistent pricing.
You wouldn’t negotiate with your doctor, mechanic or
dry cleaner. Why should your clients negotiate with you?

14. Let’s talk pricing
(What your clients are spending time looking at)
Charging by the hour,
project, retainer?
Offer options: quantity,
hours, services
Add payment plan in
Terms & Conditions

15. Pricing Catalog
Build your own table to re-use.
Here is where you
build your Catalog
items to send to
your client within
Quote Roller.
Click on the Green
+ button to add a
service

16. Pricing: Add a Service
Enter Name, Price,
Quantity (QTY)
Mark any Service as
Optional or
Quantity Editable
Hit Save

17. Pricing Table Settings
Mark any Service as
Line Item or Total
Discount
Choose Tax Type
Choose Currency
Click Step: Edit

18. Offer Pricing Options
Using an online
pricing table lets
you offer your
clients packages,
quantities, and
other options.
Plus, then you
can know how
long your clients
are looking at
each section!

19. Average time it takes to
create a quote within
Quote Roller = 15 minutes
!
!
Average win rate increase
using Quote Roller = 28%

20. Go to QuoteRoller.com to start
saving time & money creating
persuasive business proposals today!