In most companies, pricing is thrashed out by the Purchasing, Marketing and Sales departments, and with an eye to competitors’ prices – or it can just be down to gut feeling. The customer is ignored: a fatal error, because that means cash is slipping through your fingers.
You don’t have a pricing strategy?
You are not alone!
Member of the Executive Board
Discounts undeniably boost sales in the shorter term. The consequences of discounts for the future price acceptance of customers are often overlooked. Discounts can make sense if they’re offered for the right reasons and are aimed at specific customer types, but any discount must form part of a comprehensive pricing strategy – otherwise you’ll rapidly end up in an unnecessary price war.
What your customers perceive as “too expensive” or “too cheap” very much depends on your price communication. We support you in framing your products (GRIPS typology), and show you how an improved communication strategy can help you to enforce the prices that are optimal for your company.
Do you want to make your company more profitable?
Optimizing your pricing strategy is by far the most significant lever at your disposal.
30% fewer cancellations due to improved price adjustment letters with an electricity provider
29% fewer discounts in the call center for renewal offers of a magazine publisher
6% lower prices in purchasing negotiations for a volume of 1 billion euros per year
Head of Sales
Posta Biztosító Ungarn
“Various workshops, as well as coaching and e-learning sessions, enabled us to optimally align our offer and pricing with the customers’ decision-making motives. ”
Würth Elektronik GmbH & Co. KG
„With a clear understanding of what truly drives purchase decisions, their recommendations were concise, actionable and well accepted throughout the organization.”