Selling Technology to Technologists, Part 5: Be Upfront on Price

(btw, I took this picture driving home the other day... )

Not going to tell you how to set a price on your product or even what sort of pricing scheme works - but if you are going to sell to technologists, don't be cagey or secretive about it.

When I go to a site, there are two things that make me move on.

• I can't look at the actual product. If all I see is slogans and promises... I think the product is being hidden - and there probably is a reason for this.
• If I can't see how much it costs. I want to know if it is in range of what I can afford BEFORE I invest the time to see if it works for me.

Yes, the product might be more money than my organization can spend. I move on then, but I have not wasted my time OR THE SALESPERSONS TIME.

Too often the pricing is either really unclear or requires conversation in which the sales person attempts to find maximum price that can be paid.

Just be upfront with pricing - and stick with your price (or close to it). If you think it is valuable, hold the line on pricing. It will make buyer think its valuable too.