I'm gonna call her soon and ask her if she goes to a super market
for groceries, does she ask for them to reduce their cash register
Of course she would not, but that has not bearing on the situation
you were in. What you are asking is logical, her behavior is not. To
some degree your behavior is not logical. You have a different value
for what is fair for your financial investment and the value for your
time and effort. she does not understand that, and if you explain
your position, she still may not. As for “I thought we were friends”,
you could say “I am giving you the friend price, and any less would
mean that you don’t value me and my effort and that would not be fair
to me. I know that is not your intention, but that is how I feel. I
assume you do not really want these items as I have given you very
fair prices. If you only want one, the price has to be higher as I
giving you a quantity break.”
My experience is that when a customer does a behavior, I interpret
what they do and I put an emotional value on how it affects me, and
then I act or react.
Someone posted about customers asking for discounts at an art show. I
have a brick and mortar store. My reality is that if you raise your
prices 10% and then give a 10% discount when asked to or to close a
sale you will make more sales than you will lose by the higher price
if you make most sales at the higher price.
There are things you cannot fight or change, and that is other
peoples perceptions of value. You have have your high holy value
system, but especially in these economic times, you want to make the
frickin sale. You can be as proud of yourself for closing the sale
as you can be for holding your worthless value of doing business the
"right" way. It’s just how you chose to perceive. The is no moral or
ethical value to discounting, just your value judgment that costs
you $$$. It works better to say yes, you just have to figure out the
circumstances to make that happen. It is a game, and not discounting
is as valid as discounting. One way you might end up with a sale,
one you don’t. One way you end up with a happy customer, who may be a
repeat customer, one way you does not. You cannot eat moral high
ground. If your ego thinks you made a gain by not making the sale,
your ego is not your friend.
There are times when I do not want the perception to be that I will
always give a discount. I tell the customer that I am can give you a
special deal on this item, but don’t expect it in the future.
And that is the truth, some I have room on and some I don’t. I have
quite a high percentage of repeat business, very loyal customers.
Sometimes when I give a discount, they sale that they appreciate it
and they will not shop anywhere else.
So, if discounting does not hurt, and you create loyal customers, the
downside is what?
Many years ago, I went into Fred Leighton at the Bellagio, a friend
asked about a piece, they had it on her in seconds, the sales lady
excused herself for a moment, returned and told her the piece was
$180,000 and that Mr. Leighton could let her have it for $150,000.
Concepts about discounting lose meaning in this world, Mr. Leighton
is working with high end “most luxurious” jewelry in the world.
That’s the way it is done, high priced cars, high prices
We cannot control other peoples behavior. We can tilt the odds in
our favor by changing the customers perception of whether something
is an opportunity. We provide goods and services, they have the
money, we make the value of the goods and services worth more than
the money they are spending.
Richard Hart G.G.