Menawarkan Deal Harga Kepada Client

Persaingan harga tidak bisa dihindarkan dalam bisnis jasa. Sebagai pelaku usaha jasa silakan tetapkan harga standar yang pas dengan kemauan Anda. Misal Anda menekan harga di bawah standar, mungkin Anda akan merasa tidak semangat dan kurang ikhlas dalam mengerjakan proyek tersebut dan berbuntut pada kualitas yang dihasilkan menjadi berkurang. Jadi menetapkan harga standar sangatlah penting, tetapkan harga yang membuat semangat dan antusias dalam mengerjakan sebuah proyek.

Kemudian Lihat harga pasar juga, survei ke minimal 5 kompetitor terkait harga dan cara pembayarannya, disitu Anda dapat mengetahui rata-rata harga yang tepat untuk Anda tawarkan. Ketahuilah bahwa klien itu berbeda-beda menanggapi tentang harga, ada yang menganggap harga adalah yang utama dan ada yang menganggap harga nomor kesekian. Contohnya waktu saya menawarkan website company profile di perusahaan A dengan harga 2 juta, ternyata perusahaan tersebut mengabaikan tawaran saya. Kemudian saya coba kembali dengan harga 6 juta dengan fitur yang sama tapi dengan tawaran lebih baik, perusahaan tersebut justru tertarik dengan tawaran saya yang 6 juta, walaupun pada akhirnya deal di angka 5 juta. Tapi disini lihat poinnya, harga tidak menjadi masalah saat kita memberikan tawaran yang bagus kepada klien.

Ada 2 tawaran yang dapat anda ajukan kepada klien, yaitu:

  1. negosiasi harga,
  2. jangka waktu pembayaran.

Saya berikan contoh kasusnya seperti ini, Anda menawarkan aplikasi kepegawaian dengan harga 20 juta kepada perusahaan A. Kemudian perusahaan tersebut merasa keberatan dan melakukan negosiasi harga,

“saya tertarik, tapi budget saya Cuma 12 juta. Mungkin lain waktu akan kami kabarin lagi”. – Klien

Nawarnya sadis banget kan, jangan kaget Anda akan sering menjumpai hal seperti ini di Indonesia. Tapi hal tersebut tidak menjadi hambatan, jangan biarkan tawaran Anda berakhir dengan kalimat itu. Anda bisa jawab,

“Tidak masalah pak dengan budget 12 juta, kami memberikan kemudahan pembayaran 3 kali. Saat ini bapak dapat membayar 12 juta terlebih dahulu dan kita deal, dan sisanya dapat dilakukan secara bertahap setelah bapak mendapatkan keuntungan dari aplikasi ini”.

Kemudian klien akan berpikir ulang menerima tawaran anda, kadang masih saja dia akan menawar seperti ini,

“Kalau saya sih maunya 15 juta dengan pembayaran 3 kali angsuran”. – Klien

Dengan tegas anda bisa jawab seperti ini,

“Boleh pak 15 juta, dengan langsung cash sekali bayar ya, karena untuk angsuran kami hanya memberikannya dengan harga yang kami tawarkan semula”.

Kemudian Anda dapat langsung menawarkan surat perjanjian yang sudah anda siapkan untuk ditandatangani oleh klien. Maka secara psikologis klien pasti hanya memikirkan dua pilihan tersebut, mau ambil 15 juta tapi langsung cash atau 20 juta bisa diangsur 3x.

Kesimpulannya, berilah dua opsi yang dapat dipilih client sehingga dipikirannya tidak ada pilihan lain selain dua pilihan itu. Namun, bisa saja terjadi hal-hal yang diluar dugaan harus siap menghadapi. Banyaklah berlatih terjun ke lapangan secara langsung dan kuasai standar harga yang anda tentukan. Dengan semakin banyaknya pengalaman terjun ke lapangan, saya percaya skill negosiasi akan terasah secara natural. Yang penting dasarnya tahu apa yang dicapai dalam negosiasi tersebut yaitu memenangkan proyek sampai ke tahap win win solution.

copas : https://www.codepolitan.com/trik-menawarkan-deal-harga-kepada-client-58a7ffc7768d1

6,476 Replies to “Menawarkan Deal Harga Kepada Client”

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