How often have you been on a sales walkthrough and the customer says, "I'm not sure if I want to do that, just give me the option and let me see what it costs."
Optional items has been our most requested feature from dealers. You told us that you wanted to avoid having to create and send multiple proposals for projects where your customers weren't quite sure what they wanted. With Optional Items you can now create "Good | Better | Best" options for every area on the proposal.
Watch a demo:
- Options are created at the 'Area' level
- Each area can support up to 3 options (i.e. Good, Better, Best)
- Clients can toggle between options to see price differences
- Clients must choose an option for each area in order to accept proposal
Why Provide Options?
In Robert Cialdini's best selling book "Influence", he introduces us to the Contrast Principle, a powerful tool in every salesman's toolbox. The contrast principle says that when someone is presented with two objects, people see the difference between them as more different than they actually are. This can be employed to influence people's perceptions of the options, and thus the choices they make. What's great about this principle is that you can leverage this influence without the appearance of having structured the situation in your favor.
On the surface, Portal's new Optional Item features was built to help dealers who were creating multiple proposals for different options, or adding several optional items in proposals, which can confuse your customer and artificially inflate the overall price. After all, we all know the first thing customers do when you send a proposal is look for the total price.
In reality, leveraging built-in Optional Items on Proposals helps you create contrasts and gives your customers a better, easier path to upgrade. Additionally, utilizing Optional Items forces your customer to choose options (buy-in!) before they can see the total price of the quote! Offering your customer options that are built into the proposal is engaging; and puts them in the perceived driver's seat.
At Portal, we're all about helping you sell more, faster. With Optional Items, you can do just that. Optional Items is available right now to all dealers on our Pro Plan and higher.