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<blockquote data-quote="Phil Graham" data-source="post: 35375" data-attributes="member: 430">Re: Outdoor System under powered ?Brandon,Gotta side heavily with Ivan here. Providing tiered bidding calibrates their expectations of what you will show up with. When it is less than they thought, you have the pre-defined bids to refer back to. I always provide tiered options to my system tuning clients.It is realistic to expect that many clients will choose the lowest bid. The remainder of the bid structure is about client training, providing the client a choice, and to provide defined upsell points, should they change their mind. If their decision to take the lowest bid package is causing the company a financial problem, then you should rethink your low bid point, not the tiered quote.Clients choosing the lowest bid point on a tiered structure should not be viewed as a failure. An educated client who understands that I can provide a level of service that extends to more than 2x the cost of the basic service is never a bad thing. Certainly some clients do not care, some consider this analytically, and some respond emotionally. I cannot calibrate their response, but I can shape what I feed them to make the decision.P.S. For clients I already know, I will lead with my lowest tier, as this reinforces rapport. For an unknown client I will lead with my highest tier, as this suggests the lower tiers are bargains.</blockquote>

[QUOTE="Phil Graham, post: 35375, member: 430"] Re: Outdoor System under powered ? Brandon, Gotta side heavily with Ivan here. Providing tiered bidding calibrates their expectations of what you will show up with. When it is less than they thought, you have the pre-defined bids to refer back to. I always provide tiered options to my system tuning clients. It is realistic to expect that many clients will choose the lowest bid. The remainder of the bid structure is about client training, providing the client a choice, and to provide defined upsell points, should they change their mind. If their decision to take the lowest bid package is causing the company a financial problem, then you should rethink your low bid point, not the tiered quote. Clients choosing the lowest bid point on a tiered structure should not be viewed as a failure. An educated client who understands that I can provide a level of service that extends to more than 2x the cost of the basic service is never a bad thing. Certainly some clients do not care, some consider this analytically, and some respond emotionally. I cannot calibrate their response, but I can shape what I feed them to make the decision. P.S. For clients I already know, I will lead with my lowest tier, as this reinforces rapport. For an unknown client I will lead with my highest tier, as this suggests the lower tiers are bargains. [/QUOTE]

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