LinkedIn的post评论更精彩

无意间看到这个post:

"We lost a deal last year because we are always honest with our pricing. Someone quoted half as much as us and won it. The CEO got involved and made the decision to go with the cheap option without listening to the warning flags of the team. Not great leadership there... The project was a nightmare the whole way through and ended up costing as much as we quoted. Should we just play the game and quote low to win work? Hell no. Integrity is everything... that's why they've come back to us asking for us to be their partner moving forward."

然后各种评论接踵而至，因为价格永远都是说不完的话题。

我顺藤摸瓜，学到了好多语句。

不要简单地说"price is related to value ",而是要拿出例子或者更强硬的语句让客户信服我们。

简单的截取了评论的一部分，如下:

1. Well done. With so many things - buy cheap, buy twice. And that’s before you factor in the wasted internal team time and frustration; and lost revenue on the project.

2. Cheap stuff won't last long.

3. We lose one or two tenders a year for the same reason (or unrealistic delivery schedules). It *always* ends in disaster. If you’ve scoped a project properly, you know exactly how long it will take and what it will cost. The low-quoters just haven’t put the effort in to understanding the scale. It’s better to have an awkward conversation about cost at the beginning than the awkward conversation at the end about why it’s over budget, late and buggy.

4. Couldn’t agree more but Ibknow I have been on the wrong end of bid undercutting on the basis described a fair few times. You scope something out by the client requirements and set a fair price only to discover the winning bid was 50% lower. You know that’s undeliverable by anyone.

5. When they come back to you because the cheaper option made a mess of things, do me a favour, double the price.

6. Couldn't agree more...... but equally vehemently disagree with over-charging clients. There's a fair price for quality work, and honestly and integrity defines that.

7. Agree with you. It needs to be fair. But the question is what is a reasonable price? The average rate in the UK is £640 per day. Sometimes however the value you generate for your client massively outweighs what you charged for it. Is it fair to charge more accordingly?

8. Nothing is as expensive as having to pay for a project twice. Your client, like many companies has learnt this the hard way.

9. Totally agree with Pete Reeve, absolutely stick to your guns, the important clients will recognise your talents and will be enjoyable to work with!

10.Been there too many times to remember! Good to see justice served. It's easy for customers to be seduced by the promises of savings that just can't be sustained. Keeping to your values will see a percentage return. The others will always leave on price.... if not today then some day soon. The challenge is to constantly add value.

11. Happens way too often. Some businesses have a strategy to win clients on low quotes, regardless of their ability to deliver. Honest quoting that puts quality first is the only model that creates long-term value and client partnerships.

12. A classic case of where price was the priority and value wasn't considered. The result being that it probably cost more than it should have in the end. Ridiculously short sighted but tragically not that rare!
…

努力在学习@汪晟 老师的copyrighting，不管在杂志上，广告上，都有我们学习的东西。

LinkedIn上有好多我们要学习的东西，不要只把它当作开发客户的平台，还有很多东西值得我们去摸索，努力练就一双慧眼。利用有限的资源，去挖掘更深层次的东西，因为你的能量超乎你想象(红牛给我广告费不😂😂)。

好～
不多说了，希望大家共同进步👊👊