Customer Service Blog

Smaller Steps to Bigger Business

If you’re ever involved in putting together proposals for internal or external customers, keep in mind the value of small steps. You may have a wonderful master plan for how your team can add massive value, but it’s wasted if it sounds too complex or too expensive. That’s why it’s so helpful to suggest a phased in approach. Phase one and two are the essential products/services that get the project done with some post project support. Give a single group price for those first two phases. Then explain that, providing they are pleased with the first two phases, then phase three and four – briefly described – would also be available as a follow-on. Don’t include any price on phase three and four at this stage. This approach gives customers a sense that they are making progress – even if in small steps – without over committing.

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