By Angel R. Rojas, Jr., DataCorps Technology Solutions, Inc.
Price increases: We all hate them but they’re a fact of life.
We cringe when we notify clients about them because it’s never a comfortable situation. In fact, price increases always carry some risk so we have to be wise when we execute them. It’s critical when communicating price changes to do so with the end in mind. Let’s look at three dangers of warning your clients about price increases and what to do about them.
BONUS: Your relationship improves. If you are meeting with your clients regularly — introducing new value such as periodic dark web searches, training, self-service, or other offerings — price increases are going to be expected. They are also a sign of a healthy, growing business. Your best clients will understand, will welcome them, and will appreciate that they’re working with a thriving business.
So How Do We Communicate These Increases In A Way That Is Not Harmful?
I recommend a strong, ongoing dialog with clients that happens naturally. By keeping an open communication channel and giving a heads up about features and services you’re adding, price increases are a little easier to swallow. I also like bundling … scratch that, I LOVE it!
By bundling services you can introduce a client to new offerings and roll them into a new and improved plan. Everyone likes getting more for less. So, for example, if you’re going to introduce business file sharing and sync to a client, include it as a part of a managed services offering instead of a separate line item.
About The Author
Angel R. Rojas, Jr. is president & CEO of DataCorps Technology Solutions, Inc. and has been a member of The ASCII Group since 2017.
About The ASCII Group, Inc.
The ASCII Group is a vibrant reseller community of independent MSPs, VARs, and other solution providers. Formed in 1984, ASCII has more than 70 programs that provide turnkey cost-cutting strategies, innovative business building programs, and extensive peer interaction. ASCII members enjoy benefits such as marketing support; educational information; group purchasing power; increased leverage in the marketplace; and multiple networking opportunities. These programs enable ASCII members to increase revenue, lower operating costs, and grow service opportunities. ASCII is the oldest and largest group of independent information technology (IT) solution providers, integrators and value added resellers (VARs) in the world. Learn more at www.ascii.com.