Startups

Keep up to date via our blog on current news and trends affecting start-ups, with advice, tips and inspiration...

View by category:

As a startup should you offer a better ‘deal’?

14th July 2017

Most larger businesses will believe they can strike a better deal with you simply because you’re a startup and you need the revenue. It’s a common dilemma for new businesses and one that can be hard to push back against.

Although pushing back might be the only option in some cases, one could also look at this from a different perspective and instead ensure that if you offer any kind of ‘deal’, those customers ‘pay back’ by being advocates for your startup business and give you referrals and leads etc. which (if they are the right person) could be lucrative.

That said, as a start-up you should also be upfront about the ‘deal’ in the very beginning when giving any kind of discount, as well as insisting that you get paid on time, or even up-front (hugely important for the startup in terms of cash flow). The point is, if there is a deal to be had make sure they meet your terms too – it shouldn’t be a one sided arrangement – it’s give and take on both sides

It’s worth bearing in mind that the customer will be wanting to barter because they will need to prove to their bosses/peers that they got a great deal for changing to the startup with a better product or service, with new features and benefits versus the current supplier. There always has to be a reason for change and a great deal is one way of speeding up the process.

However, you also have to be prepared to walk away from a customer if they are asking you to go lower than your bottom line. Always leave the door open so the customer knows you have reached your final price. Looking for customers who are prepared to support your startup is the way forward; the best relationship is the one where it is fair on both sides.

share this article:

close article

NEWS

The Brand Foundation is often mentioned in press articles where comment relating to startups and entrepreneurs is needed; keep up to date with the latest news and features...

View by category:
  • A journey into intrapreneurship and disruption with Jerry Brand

    Think Tank - Book Your Tickets Here

    24th March 2017
  • Britain’s startup community reacts to Theresa May’s plans to trigger Article 50 next week

    Elite Business

    21st March 2017
  • How to improve your company's cash flow - and avoid going bust

    Management Today

    17th March 2017
  • How to Bounce Back from a Business Failure

    Natwest Content Live

    13th March 2017
  • How to be a happy entrepreneur

    Virgin.com

    27th February 2017
  • Jerry Brand launches FREE business modelling tool for entrepreneurs JERRY BRAND LAUNCHES FREE BUSINESS MODELLING TOOL FOR ENTREPRENEURS

    Just Entrepreneurs News Coverage

    21st February 2017
  • Jerry Brand Launches Free Business Tool fro Entrepreneurs

    Just Entrepreneurs

    21st February 2017
  • Deal with the objection: You’re a startup, so can we have a better deal?

    Business Zone News Coverage

    31st January 2017