When you start a business, probably the most difficult thing you’ll hear is defining your services and what the heck to charge. Trust me, business owners for decades have been asking themselves the same questions.
I remember back in the 1980s when my parents started their own HVAC business out of their house. My mother was 7 months pregnant with me with a home office and phone set up, while my father had a work van and tools ready to go. Back then there weren’t any sexy presentations or PDFs to email. Only tri-colored carbon invoices and Valpak advertising.
Fast forward to today and how things have changed.
Today, I’m sure half of your prospects ask about your current pricing and services. Do you have a guide that you can easily share throughout your internal team? If not, it’s vital to have something easily available to all members of your team and review it annually.
By having a Services and Pricing Guide, it will help you with a few things for you and your team:
Winning Discovery Calls – It’s hard to sell a product or service you know nothing about. Get everyone on the same page with your guide so your marketing and sales effort are seamless.
More Confidence – Tailor your PDF to answer any questions your prospects may have. Such as: What’s included in this service? Include details. Are there any add-ons to this price? What about discounts? Having the know-how will not only give your sales and marketing team the confidence they need to succeed in their job, but you’ll have a successful platform to build off of.
Score First Impressions – Whenever you think of creating a marketing collateral piece, it’s important that your sales team understand what marketing is saying and the message they’re selling – following up by the sales team understand what marketing is saying and how you can close the deal.