Your client undervalues your services. How can you use your expertise to turn negotiations in your favor?

I think it helps to share real experiences with customers to illustrate the value your services provide. Relay situations where your services were not used along with what the outcome was. Then share a few where your services were utilized and how they directly contributed to avoiding problems and achieving the desired results. Nothing tells a better story than actual experience and its even better if you can provide customer testimonials to help drive the value home.

Primeiramente, é importante ouvir atentamente as preocupações do cliente. Em seguida, apresentar dados concretos e resultados alcançados. Demonstrar, com números, como a qualidade do serviço, a satisfação dos clientes e a eficiência operacional impactam positivamente no negócio deles. Além disso, a transparência nas negociações é fundamental. Outro ponto vital é personalizar a proposta de valor. Mostrar ao cliente como nossas soluções são ajustadas para atender às necessidades específicas dele. Por fim, investir no relacionamento. A construção de uma parceria baseada em confiança e benefícios mútuos é a chave para superar a subestimação e consolidar uma negociação vantajosa para ambas as partes.

Your services will always be a mix of both short-term and long-term outcomes. Make sure you use your expertise quite well. Do not change your methods just to please your client as it will reduce your original feature. You have to make the client believe in the possible outcomes that will result through your services. Rely on your experience and your thought process. Just hang on. Do not give up. It may happen that you are not communicating properly with the client so express yourself properly. One thing which a client need is regular updates of what's going on. Ensure there is no communication lag. Execute few process which would drive sales and save time of your client.

No inicio de qualquer negociação com clientes, começo primeiro por fazer um diagnóstico das necessidades apresentadas através da escuta activa. Feito o diagnostico das necessidades, faço perguntas relacionadas a forma de como gostariam de ver o problema resolvido. A seguir, consoante as respostas que for obtendo da parte deles, começo por aconselha-los apontando os caminhos certos e adequados para solucionar os litígios que envolvem o negócio dentro dos parâmetros da lei. isso impacta de forma positiva os meus clientes, transmitindo-lhes confiança, segurança e certeza de que eu sou a pessoa certa para celebração do negócio. Logo com isto, não são apenas custos, mas grande investimento que gera retornos tangíveis entre as partes.

Good communication is key for establishing and maintaining strong client relationships. To achieve this, it's crucial to understand your client's goals and objectives thoroughly and keep those goals in mind during the negotiation process.  Be patient, flexible, and creative where needed to meet those goals.  Another tip is to ensure that your client is fully informed and aligned with each decision.  

Keep a high level of professionalism in all communications. Be clear, concise, and assertive without being confrontational. Clearly outline the scope of work, deliverables, timelines, and costs in a written proposal or contract. Regularly ask for the client’s feedback to ensure they are on the same page and to demonstrate that you value their opinion. Be willing to adjust your approach based on their feedback while still ensuring that both parties are in line with the agreed terms.

É imprescindível saber reconhecer o seu valor, que é totalmente diferente de preço. Valor tem a ver com entrega, com eficiência, com resultado. Ciente disso, você precisa apresentar de forma adequada, clara e transparente seus diferenciais para seu cliente, para que ele compreenda o valor dos seus serviços e queira contratá-lo, independentemente do preço.

When addressing a client who undervalues, clear communication becomes paramount. I start by articulating the unique value and outcomes we deliver, using past successes and tangible benefits as examples. I ensure my messages are straightforward and tailored to the client's perspective. Active listening plays a crucial role here, allowing me to understand their concerns fully and address them effectively. By offering transparent explanations and using visuals when needed, I enhance clarity and reinforce the justification for our pricing. This approach not only educates clients on industry standards but also fosters a collaborative atmosphere where both parties can negotiate from a place of mutual understanding and respect.

Unless you're deep in the trenches, your client may not know what is involved in negotiations. Yet, it's difficult to explain on a high level. If you're able to negotiate for your client, keep them informed and involved of all stages of the negotiation. Ask them for their input and check in with them when priorities need to be identified. This is where you show your value and expertise. Even if you don't "win", they will see the process, the follow up, the communication, and the value you bring to the table. If you aren't able to dig into a real negotiation with them, share stories of difficult negotations and how you got through them. Everyone loves a story.

One thing I find very helpful is to be self-aware that you should openly and actively listen to the perspectives of your clients. Key is to understand their priorities for the business, and also understand where they are in the journey of achieving them. Your solution and services might be super impactful to help your clients achieve their priorities and boost their journey speed. Listen actively to that so you can position your services rightly, and make them relevant to your client’s priorities.

Client concerns should be addressed ,those will be major turn backs for any bussiness.Each client has specific concerns ,dont evaluate the product performance based on your parameters ,Sone times even a good product fails in some client atmosphere due to un noticed concerns. Here I tell one example one globally reknowned MNC was not addressing the my concerns of their product failure in my industry irrespective of geograohical locations of installations.The company was blaming the person who purchased their product and sold me. concern was not getting addressed I escalated,Top team listened found their product batch with problem they replaced all and also they set up SLA (service level agreement) for future bussiness.

My father said this to me many years ago, remember, we have two ears and one mouth, so always listen twice as much as you talk with a customer and have found this to be true at least in the beginning of a working relationship

I always tell the people that work with me “if you listen the customer will tell you exactly what they want” so our job is to listen and lend our expertise when they need a little help in an area they are not familiar with.

Active listening is essential in human relationships, and business relationships are no exception. It involves being open to understanding what the other party wants to communicate—specifically, the client's needs, expectations, and preferences. Tuning into this prepares the ground for your proposal to make sense and be well-received. If each party pulls in different directions and a conversation turns into a monologue, achieving satisfactory results is unlikely. We create products and services to satisfy others, not ourselves. This understanding is crucial for success in any business interaction.

Offer Alternatives: Emphasize the options the client might explore if they don’t select your services, including the potential costs and risks of opting for a lower-priced alternative. Demonstrate why your service represents a superior long-term investment.

I’ve leveraged the fact that our product has been tested, approved, and is on the battlefield with our military where a life is on the line and trusts that our product is reliable. If you want a lower cost alternative or a product with less functions or features just consider the user because workers are proud of their tools and an alternative is not always the right choice. Weigh all options before deciding.

Very true, I am fortunate to be very much in demand so I actually give a deadline so when they don’t want to order straight away and will say”I will get back to you “! I will have already asked them when they want the job completed and usually tell them if I don’t hear from them by4pm etc I will fill the slot. It tends to focus there mind.

Having alternatives in negotiations enhances your leverage. When clients realize you have other prospects or existing clients who appreciate your services, it subtly pressures them to value you more. This approach doesn't mean adopting an aggressive stance but gently communicating that your expertise is sought after. This can elevate the perceived worth of your services and encourage clients to reconsider their positions, often leading to more favorable outcomes for you. By ensuring they understand you're not dependent solely on their business, you cultivate a stronger negotiating position.

Leverage your knowledge of market alternatives to strengthen your position. Research and present competitive offerings, highlighting how your services compare favorably in terms of quality, results, and overall value. If possible, provide a cost-benefit analysis showing the long-term savings and benefits of choosing your services over cheaper alternatives. Demonstrating that you are aware of the market landscape and confident in your competitive edge can help justify your pricing.

Adaptable Proposals: Be willing to modify terms to align with the client’s budget while maintaining the value of your services. This could involve offering phased project delivery, alternative payment structures, or bundled services.

In negotiations, sometimes adjusting the terms rather than the price can yield more favorable outcomes. By offering different service levels or packages, you provide clients with options that accommodate their budgets while ensuring fair compensation for your work. This approach demonstrates flexibility and a willingness to collaborate, which can significantly enhance the negotiation process. Such adaptability can foster stronger client relationships, potentially leading to repeat business and referrals, ultimately proving more beneficial than a straightforward price reduction.

Preparing a portfolio and its commercial offer involves more than just ensuring the product or service. It requires a rigorous process of price setting, specifying payment terms (deadlines, associated discounts, or penalties for late payment), flexibility in contracting methods, volume discounts, results-based offers, and contract extensions. Arrive with some flexibility to adapt the offer and reach a win-win agreement, avoiding rigid proposals that necessitate additional meetings to finalize terms. Of course, this varies by case, as some negotiations require more work than others.

Flexibility in adjusting contract terms can lead to favourable outcomes. Offering different options within the contract changes ensures that both parties find a suitable and beneficial agreement.

No hay que confundir un comentario de feedback u oportunidad de mejora con desvalorización. Para eso sirven las reuniones previas. Hay que aprovecharlas para conocer el negocio y al cliente, comunicar claramente el servicio y alinear expectativas. Si el cliente tiene por estrategia, estilo o política destacar la falta de valor, eso se notará en esas reuniones preparatorias y es responsabilidad del negociador elegir continuar con un cliente con esa conducta o agradecer la oportunidad no continuando con sus servicios. Por el contrario, si la alineación existe y el cliente hace comentarios respetuosos de inconformidades o puntos de mejora, hay que revisarlos para analizar la situación y tomar una decisión desde ese lugar. Son cosas distintas.

Maintain Engagement: After presenting your case, follow up with the client to address any remaining questions or concerns. Reinforce your value proposition and stay available for further discussions.

In some negotiations the client can be difficult and respond based on emotion and ego rather than the facts. It is extremely important to follow up with a email containing details of the negotiations. That way rather than speaking from the place I just mentioned, the customer can sit, re evaluate and see in black and white, have time to process and take the emotion out of the details. If the follow up is geared to also include the value of the product or service along with the costs, the client will gain a different perspective.

A summary follow up is a good thing. Often what is on the mind of a client will surface in a follow up rather than in an initial negotiation or presentation. By being proactive you can address any of these concerns and head them off resulting in a good outcome.

To address undervaluation, I emphasize the unique value and outcomes my services bring. I showcase past successes and tangible benefits, aligning them closely with client needs. Educating clients on industry standards and benchmarks also helps justify pricing. Offering flexible options or added value can sweeten the deal while demonstrating confidence and professionalism in negotiations. It's crucial to maintain a collaborative approach, ensuring clients see the long-term value of investing in my expertise.

Bridging the gap when clients undervalue your service involves a comprehensive approach. Start by understanding your client's mission and vision and aligning your services accordingly. Speak the language of the C-suite by tailoring your pitch to their key concerns and priorities. Communicate your value effectively through data and tangible benefits. Build strong relationships through regular updates and continuous dialogue. Enhance the client experience with proactive problem solving and personalized service. Demonstrate your commitment to excellence through professional development and quality assurance. Finally, leverage testimonials and success stories to provide concrete evidence of your value.

In summary, understanding that business is a joint construction, where cooperation and mutual benefit are fundamental pillars, guides the process to ensure that product or service offerings, added values, pricing, and commercial and financial conditions are ideal and focused on that purpose. The mindset must always consider both short and long-term goals. The work is never truly finished; technology evolves quickly, environments change rapidly, and challenges are diverse. Being open to transforming the offer in response to new situations, competitors, alternatives, and external conditions is essential not only for survival but for progressive growth and maintaining a successful presence.

One piece of advice I like to give in this regard is… while the slice of a pie may not be able to change, the size of the pie can always be adjusted.