Seeing in practice how companies Success Stories have faced and overcome challenges related to discount requests can be inspiring. Here are real examples of Brazilian companies that have applied smart strategies to value their services and close deals without compromising their profit margin.
1. Marketing Agency in Sao Paulo
A digital marketing agency was frequently asked for discounts, especially from smaller companies looking for campaign creation services. To address this issue, the agency began including a breakdown of expected returns in its proposals, based on real data from previous clients.
Applied strategy:
They presented an example of how a similar digital campaign generated a 40% increase in sales for an online store in three months. The client, upon seeing the impact of the investment, accepted the initial price.
Lesson learned:
Educating the client and highlighting concrete results are powerful tools to justify the value of the service.
2. Business Consulting in Rio de Janeiro
A consultancy specializing in operational processes faced price resistance in negotiations with small family businesses. Instead of offering discounts, they offered to reduce the scope of the initial service, proposing a lower-cost pilot plan.
Applied strategy:
They suggested an initial diagnosis japan email list focused on a single sector of the company, with the possibility of expanding to the others after the first results. This approach convinced the client to test the service without compromising the perception of value.
Lesson learned:
Offering personalized alternatives can win over the customer without devaluing your work.
3. Decoration store in Curitiba
A high-end furniture and home decor store how to manage your cash flow with the help of technology was faced with customers comparing its prices with those of popular chains. To deal with this, the company began to emphasize its differentiators, such as the use of sustainable materials and unique designs.
Strategy applied:
They created a marketing campaign that showcased the positive environmental impact of their furniture and shared customer testimonials about its durability trust review and design. As a result, customers began to value these aspects rather than focusing solely on price.
Lesson learned:
Communicating your differentiators clearly is essential to justifying higher prices.
4. Technology Startup in Belo Horizonte
A startup that developed custom software faced requests for discounts from customers who claimed to find cheaper solutions on the market. The company, however, focused on highlighting the financial results that its software provided.
Strategy applied:
Instead of negotiating the price, the startup presented a detailed calculation of how the software would save the client about 20% of the operating costs in the first year. This demonstrated that the investment would be quickly recovered.
Lesson learned:
Showing the return on investment helps shift the customer’s focus away from the initial price.
5. Events Company in Porto Alegre
A company specializing in corporate event planning was struggling to justify its price compared to smaller suppliers. To overcome this, it implemented a social proof-based approach.
Applied strategy:
The company highlighted previous events they had organized for major brands, with photos, videos and testimonials from satisfied customers. This reinforced their authority and led new customers to understand that the price reflected the quality of the service.
Lesson learned:
Social proof and well-presented portfolio increase customer confidence in the value of the service.
6. Boutique Academy in Brasilia
A boutique gym set itself apart by offering personalized service and exclusive classes, but faced resistance from customers who compared prices with traditional gyms. Instead of reducing prices, they created a bonus system.
Applied strategy:
The gym offered free fitness assessment sessions and personal trainers to customers who signed up for annual packages. This made customers see more value in the services offered.
Lesson learned:
Adding bonuses or complementary services is an effective way to overcome the price objection.
These examples show that dealing with discount requests doesn’t mean giving. But rather redirecting the focus of the negotiation to the value you deliver.
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