BRX Pro Tip: 3 is the Magic Number for Offers Pricing
Stone Payton: [00:00:00] And we are back with Business RadioX Pro Tips. Stone Payton and Lee Kantor here with you. Lee, I know you’re studying this kind of thing all the time, what are you learning about structuring offers and pricing?
Lee Kantor: [00:00:13] When it comes to offers and pricing, three is the magic number. This is according to Bob Moesta, he is the author of the book Demand-Side Sales 101. He is one of my new favorite authors. He has the jobs to be done kind of theory about services. And he believes that three is the magic number, and he says that people need to be able to eliminate options to decide, but not have too many options because that only confuses them.
Lee Kantor: [00:00:45] So, three is the best way to handle that. So, find three possible solutions to your client’s problems and have them choose among those three. And that way they can establish clear trade offs between them and choose the one that is right for them. So, don’t have 20 options. Don’t have one option. Shoot for three options.
