Most buyers like to have choices, and they get personal satisfaction knowing that they made the right choice. That said, be careful not to overwhelm your prospects with too many options. The perceived risk of making the wrong decision may become a roadblock to making any decision at all.
Here are two strategies that will simplify the decision-making process for your prospects and maximize your sales:
- Set limits. If your company offers a wide variety of products or services, avoid offering the entire list to every prospect. Rather, custom-tailor your proposals based on what you think each prospect would most likely prefer. Consider removing some of the available options… or at least assemble them into groups so you can offer a choice of “Package A,” “Package B,” or “Package C.”