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Create New Offering & Organize Services
Create New Offering & Organize Services
Challenge
Challenge
Over time, a company had to lower the pricing of their service offerings due to increased industry competition and began to experience a steady decline in its average sales price. The company was looking for a way to raise its average sales price without increasing the price of its existing service options. Additionally, Sales was finding it time-consuming to explain the company's service offerings from scratch to each of their leads via phone and email, leading to prospects being presented with an inconsistent value proposition depending on how the assigned Sales Rep positioned the company's services.
Solution
Solution
We worked with Service and Sales to create a table showing all features and benefits of the current service offerings.
We held collaborative sessions with Service and Sales to create a 3rd premium service offerings at a higher price point and incorporated it into the tables of features and benefits.
The finalized table of features and benefits was handed to Marketing to put up on the company website and a copy was printed out and pinned to each Sales Rep's desk area.
Results
Results
Adding a 3rd premium service offering ended up pushing more customers to the middle option, resulting in a 25% increase in the average sales price
The company's brand and value proposition became consistent due to placing the table of features and benefits on the website.
Sales Reps saved time on the phone explaining each level of service to potential customers and had clarity on what each level of service did and did not include
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