2Bobs—with David C. Baker and Blair Enns The Power of Options
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Mar 11, 2020 Dive into the art of crafting compelling proposals with multiple options that captivate clients. Discover how the psychology of choice influences decision-making and enhances perceived value. Learn about the significance of price anchoring and how to manage client expectations effectively. Explore innovative pricing strategies that align payments with the value provided, including performance-based incentives. Finally, uncover best practices in presenting pricing options, like using high anchor prices and naming options to clarify benefits.
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Options Provide Crucial Context
- Options provide the client context to assess value effectively.
- Without options, clients seek external comparisons, often leading to price shopping.
Use Three or Four Options
- Present three or four proposal options for best results.
- Three options generally steer clients to select the middle, optimizing price outcomes.
Options Reflect Payment Models & Risk
- Clients can buy inputs (time), outputs (deliverables), or outcomes (value) from you.
- Options should reflect different ways of working and risk sharing, not just more scope.
