{"id":412,"date":"2020-03-06T16:41:59","date_gmt":"2020-03-06T14:41:59","guid":{"rendered":"https:\/\/blog.fgo.ro\/?p=412"},"modified":"2024-04-19T11:51:40","modified_gmt":"2024-04-19T09:51:40","slug":"esti-prea-scump-spune-clientul-cum-gestionezi-o-astfel-de-situatie","status":"publish","type":"post","link":"https:\/\/www.fgo.ro\/blog\/esti-prea-scump-spune-clientul-cum-gestionezi-o-astfel-de-situatie\/","title":{"rendered":"\u201dE\u0219ti prea scump\u201d, spune clientul. Cum gestionezi o astfel de situa\u021bie"},"content":{"rendered":"\n<figure class=\"wp-block-image size-full\"><img loading=\"lazy\" decoding=\"async\" width=\"800\" height=\"660\" src=\"https:\/\/blog.fgo.ro\/wp-content\/uploads\/2024\/03\/img2.png\" alt=\"\" class=\"wp-image-413\" srcset=\"https:\/\/www.fgo.ro\/blog\/wp-content\/uploads\/2024\/03\/img2.png 800w, https:\/\/www.fgo.ro\/blog\/wp-content\/uploads\/2024\/03\/img2-300x248.png 300w, https:\/\/www.fgo.ro\/blog\/wp-content\/uploads\/2024\/03\/img2-768x634.png 768w\" sizes=\"auto, (max-width: 800px) 100vw, 800px\" \/><\/figure>\n\n\n\n<p>Dac\u0103 e\u0219ti de mult timp \u00een business, cu siguran\u021b\u0103 ai \u00eent\u00e2lnit poten\u021biali clien\u021bi care \u021bi-au spus c\u0103 \u201de\u0219ti prea scump\u201d. Iar dac\u0103 ai p\u0103\u0219it de pu\u021bin timp \u00een aceast\u0103 lume, ar fi bine s\u0103 te preg\u0103te\u0219ti. St\u0103p\u00e2nirea unui mindset s\u0103n\u0103tos \u0219i \u00eencrederea c\u0103 ceea ce oferi tu este valoros devin extrem de importante. S\u0103 \u00een\u021belegi cum \u0219i de ce cump\u0103r\u0103 oamenii este, de asemenea, vital \u00een r\u0103spunsul pe care-l vei oferi celor care \u00ee\u021bi contest\u0103 pre\u021bul.<\/p>\n\n\n\n<p><strong>\u00cent\u00e2i de toate: S\u0103 \u00ee\u021bi preg\u0103te\u0219ti m\u0103nu\u0219ile de box, sigur nu este o op\u021biune \ud83d\ude42<\/strong><\/p>\n\n\n\n<p><strong>Fii sincer cu tine \u0219i cu clien\u021bii t\u0103i. Ofer\u0103 pre\u021buri corecte care s\u0103 reflecte valoarea serviciilor sau produselor tale.<\/strong><\/p>\n\n\n\n<p>At\u00e2t timp c\u00e2t pre\u021burile sunt corecte, cea mai mare gre\u0219eal\u0103 pe care o po\u021bi face este s\u0103 \u00eencerci s\u0103 satisfaci pe cineva care nu pre\u021buie\u0219te ceea ce oferi. Este posibil ca acel poten\u021bial client s\u0103 nu fie potrivit pentru afacerea ta, iar \u00eencep\u00e2nd cu momentul acesta po\u021bi lua \u00een calcul c\u00e2teva modalit\u0103\u021bi de a r\u0103spunde la afirma\u021bia c\u0103 \u201dE\u0219ti prea scump\u201d.<\/p>\n\n\n\n<p><strong>\u021aine minte sau noteaz\u0103 \u00eentr-un loc pe care-l vei vedea zilnic: Nu toat\u0103 lumea va pre\u021bui ceea ce ai de oferit<\/strong><\/p>\n\n\n\n<p>Doar pentru c\u0103 un poten\u021bial client spune c\u0103 e\u0219ti prea scump, nu \u00eenseamn\u0103 c\u0103 ceea ce ai de oferit nu este valoros. S-ar putea s\u0103 \u00eensemne c\u0103 nu este valoros strict pentru acel client sau c\u0103 nu este valoros c\u00e2nd prime\u0219te oferta de la tine.<\/p>\n\n\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\">\n<p class=\"has-text-align-center\"><strong>Ce ai putea spune:<\/strong><\/p>\n\n\n\n<p class=\"has-text-align-center\"><strong>\u201dCe buget ai avut \u00een vedere pentru a investi \u00een solu\u021bia \/ produsul X?\u201d<\/strong><\/p>\n\n\n\n<p class=\"has-text-align-center\"><strong>\u201dDac\u0103 a\u0219 putea s\u0103 te ajut cu problema X, c\u00e2t crezi c\u0103 merit\u0103 s\u0103 pl\u0103te\u0219ti?\u201d\u201dDac\u0103 a\u0219 putea s\u0103 te ajut cu problema X, c\u00e2t crezi c\u0103 merit\u0103 s\u0103 pl\u0103te\u0219ti?\u201d<\/strong><\/p>\n<\/blockquote>\n\n\n\n<p><strong>\u00cei po\u021bi oferi o solu\u021bie mai ieftin\u0103 sau valoare ad\u0103ugat\u0103<\/strong><\/p>\n\n\n\n<p>NU compromite valoarea doar pentru un client care manifest\u0103 aceast\u0103 obiec\u021bie. R\u0103m\u00e2i ferm pe pre\u021bul t\u0103u, dar ofer\u0103 o alternativ\u0103. O solu\u021bie mai ieftin\u0103 care se pliaz\u0103 pe bugetul clientului sau ofer\u0103 un bonus la pre\u021bul ini\u021bial \u2013 doar dac\u0103 acesta \u00ee\u0219i dore\u0219te s\u0103 colaboreze cu tine, iar pre\u021bul este singura re\u021binere. (poate fi o func\u021bionalitate \u00een plus dac\u0103 este vorba de un produs software, un termen de plat\u0103 mai bun, etc.).<\/p>\n\n\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\">\n<p class=\"has-text-align-center\"><strong>Ce ai putea spune:<\/strong><\/p>\n\n\n\n<p class=\"has-text-align-center\"><strong>\u201dNu a\u0219 vrea s\u0103 fac un compromis \u00een ceea ce prive\u0219te calitatea ofertei, deci dac\u0103 bugetul Dvs. este de X Lei, atunci a\u0219 putea s\u0103 v\u0103 ofer solu\u021bia Y. Ce p\u0103rere ave\u021bi?\u201d<\/strong><\/p>\n\n\n\n<p class=\"has-text-align-center\"><strong>O obiec\u021bie venit\u0103 din partea clientului poate fi un semn c\u0103 acestuia i s-a inoculat ideea de cump\u0103rare<\/strong><\/p>\n<\/blockquote>\n\n\n\n<p>De cele mai multe ori, oamenii iau decizii emo\u021bionale \u00een ceea ce prive\u0219te achizi\u021biile \u0219i apoi le justific\u0103 logic. Iar faptul c\u0103 prime\u0219ti o obiec\u021bie ra\u021bional\u0103, exist\u0103 posibilitatea ca emo\u021bional s\u0103 fi avut loc achizi\u021bia. Aceast\u0103 informa\u021bie ar trebui s\u0103 te ajute s\u0103 identifici nevoile clientului \u0219i s\u0103 g\u0103se\u0219ti solu\u021bionarea unor probleme. <strong>Nevoia \u0219i solu\u021bia<\/strong> \u2013 ace\u0219tia sunt factorii cheie \u00een acest moment.<\/p>\n\n\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\">\n<p class=\"has-text-align-center\"><strong>Ce ai putea spune:<\/strong><\/p>\n\n\n\n<p class=\"has-text-align-center\"><strong>\u201d\u00cen\u021beleg c\u0103 este important pentru Dvs. s\u0103 g\u0103sim imediat o solu\u021bie. Ce spune\u021bi dac\u0103 am putea rezolva ast\u0103zi [problema men\u021bionat\u0103?\u201d<\/strong><\/p>\n\n\n\n<p class=\"has-text-align-center\"><strong>\u021aine minte: Exist\u0103 posibilitatea ca acesta s\u0103 nu fie clientul t\u0103u ideal \u0219i e \u00een regul\u0103 s\u0103-l la\u0219i s\u0103 plece<\/strong><\/p>\n<\/blockquote>\n\n\n\n<p>NU poate fi oricine clientul ideal pentru businessul t\u0103u. Nu vei putea g\u0103si solu\u021bii pentru fiecare poten\u021bial client, de ceea ar fi bine s\u0103 \u00eencerci s\u0103 \u00ee\u021bi dai seama c\u00e2nd este mai bine s\u0103 renun\u021bi. Altfel, po\u021bi ajunge s\u0103 consumi prea mult timp \u0219i resurse pe un poten\u021bial client dificil \u0219i \u00een acest timp s\u0103 pierzi al\u021bi clien\u021bi valoro\u0219i. R\u0103m\u00e2i ferm cu privire la ceea ce reprezint\u0103 businessul t\u0103u \u0219i concentreaz\u0103-te pe oamenii potrivi\u021bi, care vor aprecia ce ai de oferit.<\/p>\n\n\n\n<blockquote class=\"wp-block-quote has-text-align-center is-layout-flow wp-block-quote-is-layout-flow\">\n<p><strong>Ce ai putea spune:<\/strong><\/p>\n<cite><strong>\u201dChiar cred c\u0103 v-a\u0219 putea ajuta \u00een privin\u021ba\u2026 \u0219i mi-ar pl\u0103cea s\u0103 colabor\u0103m atunci c\u00e2nd ve\u021bi fi preg\u0103tit. Dac\u0103 situa\u021bia se schimb\u0103, nu ezita\u021bi s\u0103 m\u0103 contacta\u021bi.\u201d<\/strong><br><strong>\u201dNu a\u0219 vrea s\u0103 fac un compromis cu privire la calitatea solu\u021biei X, a\u0219a c\u0103 nu pot sc\u0103dea pre\u021burile. Dac\u0103 un cost mai mic este prioritatea Dvs., \u00een\u021beleg, dar din p\u0103cate, nu v\u0103 pot ajuta.\u201d<\/strong><br><br><\/cite><\/blockquote>\n\n\n\n<p><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Dac\u0103 e\u0219ti de mult timp \u00een business, cu siguran\u021b\u0103 ai \u00eent\u00e2lnit poten\u021biali clien\u021bi care \u021bi-au spus c\u0103 \u201de\u0219ti prea scump\u201d. Iar dac\u0103 ai p\u0103\u0219it de pu\u021bin timp \u00een aceast\u0103 lume, ar fi bine s\u0103 te preg\u0103te\u0219ti. St\u0103p\u00e2nirea unui mindset s\u0103n\u0103tos \u0219i \u00eencrederea c\u0103 ceea ce oferi tu este valoros devin extrem de importante. S\u0103 \u00een\u021belegi [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":415,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[5],"tags":[100,99],"class_list":["post-412","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-articole-utile-pentru-antreprenori","tag-clienti-nemultumiti","tag-pret-produs"],"jetpack_featured_media_url":"https:\/\/www.fgo.ro\/blog\/wp-content\/uploads\/2024\/03\/img2-1.png","_links":{"self":[{"href":"https:\/\/www.fgo.ro\/blog\/wp-json\/wp\/v2\/posts\/412","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.fgo.ro\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.fgo.ro\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.fgo.ro\/blog\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/www.fgo.ro\/blog\/wp-json\/wp\/v2\/comments?post=412"}],"version-history":[{"count":3,"href":"https:\/\/www.fgo.ro\/blog\/wp-json\/wp\/v2\/posts\/412\/revisions"}],"predecessor-version":[{"id":417,"href":"https:\/\/www.fgo.ro\/blog\/wp-json\/wp\/v2\/posts\/412\/revisions\/417"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.fgo.ro\/blog\/wp-json\/wp\/v2\/media\/415"}],"wp:attachment":[{"href":"https:\/\/www.fgo.ro\/blog\/wp-json\/wp\/v2\/media?parent=412"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.fgo.ro\/blog\/wp-json\/wp\/v2\/categories?post=412"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.fgo.ro\/blog\/wp-json\/wp\/v2\/tags?post=412"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}