When I bought my house I was considering whether to change the door locks or not. I called the locksmith and he asked me one simple question that froze me in my tracks, “Who has a key to your house right now?”. WOW. As a B2B sales person I thought that is a killer question for a locksmith! Needless to say he made a quick and profitable sale.
The internet has created the same issue for B2B companies that want to keep their pricing a secret. The goal is to force prospective customers to “talk with sales” first. We completely understand the thinking, especially for technology companies that sell complex products and services, but it doesn’t always work well.
“The locksmith asked, “Who has a key to your house right now?”. WOW. As a B2B sales person I thought that is a killer question for a locksmith!The problem is, most prospective customers will go out and search for pricing when they are in the early stages of a project just to “get a feel” for the cost of a potential solution. And, as I’ll show you in part 2, they can easily find it….or someone’s version of it.
So, who is publishing YOUR pricing? Why not ask Google?