Give them options to exclude

Hi guys and welcome to ManageSite!

Today we'll talk about choice illusions. No, really, a good manager is a bit of illusionist at the same time. We've already talked about illusion of choice - it's one of management (and sales) cornerstones today.

Now how to make up such an illusion? Simple, as everything in our technology. Just propose much much more! You see, the trick here is that the client will want to exclude some options concerning their price, time costs and other factors. Thus a good tactic here will be to give him many less useful options to exclude among vitally important ones.

A natural question you can ask here is what to do if the client tries to exclude something really important. Well, if handled properly, you will never face such a situation.

Just divide the given variants into two groups: basic and extras. Like forums, shoutboxes and stuff. You know - all these things noone will be ready to pay for.

The client will see you as almost all-powerful :) Don't forget that the client doesn't know anything about websites in 95% of cases - they see it as a service - never forget it! They don't know how sites are made, how all the features are crafted etc. They pay you for the knowledge.

I call it the "check-box approach" - the client can form a rate that suits his plans and goals. You must always look like you can do much much more (that's a powertool actually)

The bottom line: Give the client deliberately more options than he can permit himself.

Check out the full contents of the future book for more info!

I'd like to know how helpful this advice was, add your comments here please! And as always - I will be more than pleased to answer any questions you might have so feel free to ask them ))