People don’t make rational decisions. Design your pricing and sales along the real decision-making processes of your customers to ensure that your customers don’t really have to decide. Instead, they buy from you as a matter of course.
Surprising, but true: customers rarely make decisions based on price alone. Empirical studies show that a combination of product features, exciting price dynamics, and suitable payment models can encourage your customers to buy.
Surprising, but true: customers rarely make decisions based on price alone. Empirical studies show that a combination of product features, exciting price dynamics, and suitable payment models can encourage your customers to buy.
The key to success is listening to the customer – online, at stores, call centers, mailings, and in personal conversations. If you know the different decision-making criteria of your customers (GRIPS types), you and your sales partners can use convincing arguments even more effectively.
The key to success is listening to the customer – online, at stores, call centers, mailings, and in personal conversations. If you know the different decision-making criteria of your customers, you and your sales partners can use convincing arguments even more effectively.
Although not usually rational, purchasing decisions are generally predictable all the same. Thanks to behavioural economics, you’ll be able to understand your customers’ real-life purchase behaviour and duly structure your pricing and sales in such a way that they’d never dream of buying from anyone else.
“Ultimately it is always about the customer’s purchase decision. Use the possibilities of pricing, marketing, and sales to shape this decision.”
Member of the Executive Board
Vocatus AG
The question of the right pricing model is a topic of heated and controversial debate in the pricing community. There is no simple answer to this question – but here is what you can look out for.
Often, pricing strategies waste potential because they price products purely based on value. This article explains why this strategy falls too short and how behavioral pricing can open up additional potential for your pricing strategy.
Rising inflation, exploding commodity prices as well as the worsening energy situation make it necessary for many suppliers to increase prices. But, at the same time, we wonder: Can we expect our customers to put up with a price increase? Especially now?
2.9 million additional phone customers within 18 months thanks to a new pricing portfolio
Doubling the conversion at an insurance call center through customer-specific communication
50% increase in prices after optimizing the prices for a medical technology manufacturer
“I do not believe there is any other organization in the world that could have successfully designed these projects and delivered these results for us.”
Head of Propositions & Pricing
Vodafone Group, United Kingdom
Christoph Vilanek
Chief Executive Officer
Freenet AG
Volker Utesch
Head of Corn and Sunflower
KWS Europa
Jacques Wasserfall
Chairman
Zurich Leben
In 2022, the business magazine brand eins once again named Vocatus “Best Consultants” in the area of pricing strategy.
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Benefit from our experience: All members of the management team have many years of consulting expertise.
Together we will drive your company to top performance.
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Together we will drive your company to top performance.
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