Steve Pinnell’s Post

It's that time of year. Mini-bids and RFP's are here. The key here is what are you doing in preparation for it. Are you consistently meeting and providing valuable insights? If you're not, your competition is. Think about it. Let's say you have 9 carriers or providers responses back with rates only but you get one response that is very strategic. They let you know where your network overlaps well with theirs and highlight the top areas. On top of that, they've consistently been sending you market updates and helping them prepare for the future. They've met with you throughout the year in person and virtually. Which partnership would you rather have, one based on rates alone, or one that knows your priorities and focuses on helping you reach your goals, not theirs? Why is this important? It saves shippers a ton of time if you can drill down or at least highlight areas vs. just saying we can help everywhere. Prepare wisely, you'll be glad you did! Happy RFP season to all my sales colleagues!

How to transform client negotiations into opportunities to showcase your expertise and value proposition: https://ow.ly/OyhE50QX6u9 #NegotiationSkills #BusinessTips #ValueBasedSelling

🚨 What’s the point of an RFP rate if the carrier just says, “Nah”? 🚨 You spend weeks hammering out that perfect RFP rate. 🔨 Then the carrier comes back with, “Yeah… about that… we can’t do that rate right now.” 🙄 Now you’re scrambling for spot quotes. There are carriers that do not book their trucks until the very end of the day... Why? They know that last minute freight is coming. Dollar Extracting Transportation LLC "On time at your most vulnerable moments, every time." So here’s the deal: An RFP rate is only as good as the carrier willing to honor it. That’s why you need real-time visibility and a backup plan for when the rate ghosting happens. Here's what's worse: Your current spot quoting process to get a single quote back could take hours because your system is "send an email and pray". What if... you could ask for quotes directly in the system that you manage your freight, click one button, go about your day and wait for the quotes to pour in? 💡 Tired of playing this game? I've spent the last 15 years watching this happen, the good news is that I'm also fixing it. Grab a copy of my playbook and get off the sidelines. ⬇️

Our mission is to create successful partnerships with our clients by ensuring satisfaction in turnaround time, price, and accuracy. #partnerships #client_satisfaction #turnaround_time #price #accuracy

The deal that almost slipped away became one of our longest partnerships. A few years ago, a key customer was about to walk away from renewing their contract due to pricing issues. Losing them would’ve been a hit we couldn’t afford at the time, so we knew we had to get creative. After a lengthy negotiation, we agreed to lower the price. In exchange, we extended the contract period and introduced an increasing fee over time. It was something we had never done before, and frankly, it felt like a compromise at the time. Lowering our fee wasn’t ideal, but the reality was that we needed to secure the deal. Fast forward seven years – this customer is still with us. What’s the lesson here? Sometimes, your standard pricing or requirements simply don't fit a client's unique use case. When that happens, it's crucial to find a mutually beneficial solution. This doesn't mean always bending your rules, but rather recognizing when flexibility can lead to long-term success for both parties. #Negotiation #Adaptability #CustomerRetention #LongTermSuccess

Are you incorporating a "High Negative Anchor" in your pricing negotiations? If not, consider giving it a try! For instance, if your service costs $20,000, start by saying, "Well, it's not $100,000..." This high anchor number psychologically pulls your prospect up from their lower expectations, making your $20,000 offer appear even more attractive. By using this strategy, you make closing the sale easier and more effective. Hope you find this helpful! Connect with me for more insights. #BusinessStrategy #SalesNegotiation #ProfessionalTips

Are you incorporating a "High Negative Anchor" in your pricing negotiations? If not, consider giving it a try! For instance, if your service costs $20,000, start by saying, "Well, it's not $100,000..." This high anchor number psychologically pulls your prospect up from their lower expectations, making your $20,000 offer appear even more attractive. By using this strategy, you make closing the sale easier and more effective. Hope you find this helpful! Connect with me for more insights. #BusinessStrategy #SalesNegotiation #ProfessionalTips

Are you incorporating a "High Negative Anchor" in your pricing negotiations? If not, consider giving it a try! For instance, if your service costs $20,000, start by saying, "Well, it's not $100,000..." This high anchor number psychologically pulls your prospect up from their lower expectations, making your $20,000 offer appear even more attractive. By using this strategy, you make closing the sale easier and more effective. Hope you find this helpful! Connect with me for more insights. #BusinessStrategy #SalesNegotiation #ProfessionalTips

When a client asks, "Can you give me a discount?" 🤔 It's a common scenario in business, but how should you respond? Here are some points to consider: 🎯 Understand the request: - Is it a negotiation tactic? - Are they genuinely budget-constrained? - Do they perceive your value accurately? ✅ Reasons to consider agreeing: - Building long-term relationships - Potential for future business or referrals - Unused capacity or inventory ❌ Reasons to decline: - Protecting your brand value - Maintaining fairness for other clients - Ensuring profitability ⏳ Alternative strategies: - Offer added value instead of lowering price - Propose a package deal or bulk discount - Suggest a trial period or smaller initial project 📊 Evaluate on a case-by-case basis: - Consider the client's potential lifetime value - Assess current market conditions - Review your own business goals and capacity 🤝 Communicate clearly: - Explain your pricing structure - Highlight the unique value you provide - Be firm, but respectful in your decision Your pricing reflects your worth and while flexibility can be beneficial, it's crucial to maintain the value of your products or services. How do you handle discount requests? Share your experiences in the comments! 👇 #BusinessNegotiation #ClientRelations #PricingStrategy

We understand that every business has different needs and preferences when it comes to purchasing lead lists. That's why we offer a variety of payment options to suit your specific requirements. We also recognize the growing demand for a fixed cost per lead program, which has become our fastest growing option.