Как да повишите цените без да изгубите клиенти
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31% от редовните ни читатели имат успешен бизнес
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Оценка на потребителя
Качествените продукти си струват цената. Дори и тя да не е особено ниска. Ако обаче, да речем, сте подценили стоките си в началото, как да повишите цените им сега без да отблъснете потребителите?
Ето какво можете да направите:
1. Бъдете честни.
Трябва ли да повишите цената, посочете ясно и конкретно какво налага тази стъпка. Дали използвате по-висококачествени суровини, по-добра технология, по-добри опаковки, осигуряващи по-висока трайност... Всичко това трябва да стане достояние на клиентите. Скриете ли нещо, мислейки, че няма да забележат, си вкарвате автогол. Освен това, ако стоките Ви имат подобрение, то трябва да достигне до знанието на клиентите Ви.
2. Изберете подходящ момент.
Не е добра идея да вдигате цените в момент, когато репутацията Ви сред потребителите не е особено висока. Направите ли го, ще отблъснете клиентите още повече. Изчакайте момента, в който те са доволни както от стоките Ви, така и от обслужването Ви. Тогава ще са готови да платят повече, защото ще знаят, че си струва.
3. Използвайте добавени продукти.
Счетоводство и осигуряване за земеделски производители
ТРЗ в сферата на образованието - практическо ръководство
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Комплект 3 CD-та Красив Ум
Да речем, че продавате техника. Дадено устройство до момента се е продавало без включени в комплекта батерии. Включите ли ги, можете да повишите цената. Ако пък, да речем, имате ресторант и предлагате салата цезар с пиле за 7 лв., можете да промените менюто така: да предлагате салата Цезар без пиле за 6 лв., но да предложите допълнително пиле за 1,50 лв. или сьомга за 2 лв. Така цената на новата салата превишава цената на старата, но по неагресивен начин. Друг вариант е да поддържате цената на основния си продукт еднаква, но да увеличавате тази на добавените стоки, които подобряват употребата му.
4. Елиминирайте стоки и услуги и се освободете от клиенти, които не Ви носят приходи.
Това не носи директен ръст на цената на продуктите Ви, но ефектът е сходен, защото ще спестите разходи. Няма смисъл да губите време, ресурси, средства за стоки, които се представят лошо на пазара, както и за потребители, които не Ви носят печалба. Понякога дори хората, които купуват от Вас, Ви костват повече, отколкото Ви дават, затова е важно да се освободите от тях. Направете същото и с всеки продукт и услуга, от които нямате полза. Освободеното време и ресурси пък пренасочете там, където генерирате печалби.
източник: allbusiness.com
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