Incentives: 5 cardinal rules, 10 great ideas
August 27, 2008 |
When the economy gets tight, customers can take forever to make a buying decision. So, managers start spending conference room time trying to think up incentives that will encourage the customer to buy. Here are some good ideas to start with.
The 5 Cardinal Rules of Incentives
1. Offer incentives that relate to your product or service
2. Offer incentives that make it easier for the buyer to sell the purchase to his managers
3. The incentive needs to be appropriate for the stage of the buying cycle
4. The incentive needs to be really simple to articulate and understand
5. Offer an incentive that gets to the heart of their biggest concern
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