Esta es una pregunta que me hacen muchísimo. En lo personal, mi yo emprendedor no me permite ser una fan de “negociar precios”. Claro no digo que el “arte de negociar precios” no aplique para algunos tipos de negocios, más si vendes al por mayor, a todos como clientes en algún punto nos gusta ese poder negociar o regatear precios, pero sabemos que no aplica en todos los casos.
Ahora bien, creo que la mayoría de los emprendedores no podemos darnos el lujo de negociar nuestros precios, uno, porque no tienen margen para negociar, dos, muchas veces por no conocer bien la relación de sus costos vs. sus precios, terminan por dar un precio en el cual están regalando su producto o inclusive perdiendo, y tres, entraríamos en una batalla diaria de confusión con nuestras finanzas y administración general del negocio.
¿Ahora de que sí soy fan? Soy fan de que tengas los precios correctos, ¿Qué significa esto? Aquí te doy 3 tips para asegurarte de tener los precios correctos.
Tip #1. Asegurarte que tus precios sean competitivos en tu mercado.
Analiza el mercado en el cual está tu producto o servicio, investiga cuánto cobra tu competencia que es lo que ofrecen a cambio por ese precio. La idea es que tengas una guía para posicionarte bien y no perjudicar el mercado en el que te encuentras.
Si aún no has definido bien que incluyes en tus servicios, es un buen momento para hacerlo. Cambiar o mejorar tu propuesta actual de servicios o productos.
Si lo que ofreces son servicios de algún tipo, te recomiendo para darle una mayor flexibilidad a tu cliente que armes tres paquetes de opciones que sean parecidos entre sí, pero con diferencias en lo que cada uno incluye. Apuntando hacer más atractivo para comprar el del medio.
Puedes descargar gratis una guía para ayudarte analizar tu competencia completando el siguiente formulario:
Si lo que ofreces son productos, una opción podría ser poner a prueba realizando algunas estrategias como:
- Realizar ventas cruzadas.
- Productos recomendados.
- Venta agregada.
- Mejorando técnicas de venta.
- Mejorando servicio al cliente.
- Descuentos especiales y por un tiempo limitado.
Tip #2. Toma en consideración todos tus costos de producción o costos de ventas + ten bien calculada tu ganancia neta y la rentabilidad.
Cuidadosamente debes calcular cuales son los costos que conlleva la producción o elaboración de tu producto o servicio.
Primero recomiendo que hagas una lista de todos los productos y/o servicios que ofreces actualmente, esto te servirá como un check list para no dejar por fuera.
Luego que haces esa lista, el segundo paso sería, hacer una lista de costos a los que incurres para producir cada uno de esos productos o servicios, que incluye, que precio tiene o sea cuanto te cuesta.
En caso de que tus servicios sean a la medida de cada cliente o dependiendo del proyecto, igualmente recomiendo que enlistes la lista de actividades que te conllevará realizar dicho proyecto y los días que te tomará hacerlo, antes de cotizarle al cliente, un ejemplo hipotético, podría ser:
Cotizar la instalación de un equipo industrial en un restaurante:
Proyecto: Instalación de equipo en Restaurante La Mer
- Días que tomará: 2
- Personal: 2 ayudantes ($30.00 por día) + 1 técnico ($60.00 por día).
- Actividades que tomar en cuenta:
Presupuesto Actividades……..Costo
Mano de Obra………….……..$240.00
Viáticos…………………….……$55.00
Herramientas de trabajo.………$35.00
TOTAL………………………….$330.00
Precio……………………………$665.00
Ganancia………………….……$335.00
Rentabilidad de 50%
Analicemos el ejemplo, como vez en el total costos $330.00, posteriormente entramos a la parte del precio, he explicado en otros Blogs que la ganancia de un negocio para que sea rentable y estable debe ser mínimo de un 30%, para servicios puedes hacerlo aún más rentable, hasta donde la competitividad te lo permita.
Recuerda que esa ganancia servirá para cubrir los costos fijos mensuales del negocio tales como:
- Local
- Agua
- Electricidad
- Internet
- Desgaste de equipos
- Salarios¡Tu salario! Importante pagarte a ti mismo.
- Ahorros
- Ahorro para impuestos
- Etc….
Para ayudarte hacer el punto 2 puedes descargar aquí esta guía gratuita:
Tips #3. Que tu producto o servicio transmita un buen valor por costo.
Consiste en el valor que percibe el mercado o tus clientes del servicio o producto que vendes y que están dispuestos a pagar por los mismos.
Aquí, debes estar seguro de lo que valen tus servicios o productos, que realmente el precio vaya acorde con la calidad de los que ofreces.
¡Recuerda tener presente que los negocios son para generar dinero y generar ganancias!
¿Qué pasa si no quieren pagar mis precios?
Algo es caro, cuando no vale lo que cuesta.
- Debes estar claro con los costos que incurres para cada uno de tus servicios o productos.
- Que mejor vendedor que tú mismo, debes poder explicar claramente y presentar porqué tu trabajo vale lo que vale.
- Un cliente que no puede pagar por tus servicios, simplemente no es tu cliente ideal.
- No te estreses, en algunos casos, meramente el cliente potencial está realmente comprometido para hacer lo necesario para lograr su objetivo.
Si en el caso de tu tipo de negocio el negociar precios aplica, asegúrate de tener en cuenta estos 3 tips, y aún más asegúrate de hacer el ejercicio de sacar tus números antes de cotizar otro precio, para evitar comprometer tus ganancias, certifica que estarás satisfecho financieramente con lo que ganarás previo a dar un nuevo precio. O inclusive puedes tener ya una lista de precios prediseñada con los límites de precios a los cuales puedes llegar.
Espero que estos consejos te sirvan, me cuentes qué te apareció, y cualquier duda que te quede, no dudes en escribirme.
Nos vemos la próxima semana,
Sophia
Coach de Finanzas
36 comentarios en “3 tips para negociar mis precios sin caer en pérdidas”
Hola gracias x la información estoy pensando en emprender y todos sus tips los voy poner en práctica
Excelentes concejos
Quiero seguir recibiendo muchos mass
Gracias
Mil gracias sophia!! Excelente
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