Everything starts with the story you tell.
One of the most susceptible aspects in pricing is that it will never happen in vacuum. Price is always related to context. To this end, the background of the Woocommerce project is not just a job that needs to be completed. This is the experience of customers, how they define success, and their experiences who are engaged in this work, and their experience. The background promotes pricing discussion.
The context is driven by the story you tell.
There are many forms of the story, but imagine the following three opening brillings:
- I am very happy to be able to engage in e -commerce projects.
- If this project is the same as my last 40 projects, we can complete within 8 weeks.
- We have a team composed of 30 people, and we will bring each project. We are glad to start.
Each statement tells us something different. In one case, we know that the person will study at work. On the other hand, we understand experience, and even some timelines (maybe there are costs). In the last statement, we may feel more confident or more worried. This depends on whether we think that we need 30 people to participate in the project -a small shop may be panicked, and corporate organizations may be excited.
Use the first meeting to anchor the context
When we and potential customers At the meeting, we had the opportunity to create the first impression or strengthen the information about us that they may have heard. The first call or meeting enables us to ensure the correct context.
We can strengthen our experience by telling the story of the past project.
- We can build trust by predicting joint challenges and how we overcome these challenges.
- We can shape our dialogue by listening to the successful standards they think.
In terms of pricing, we can do another thing. We can create some price anchor points by clarifying different complexity (functions, size, etc.) and prices related to each project.
When we do this, we are helping them with meThe root cause of their cooperation may take root, which helps set some of their expectations.
The most importantly, the more you are good at listening, the more you can know what stories to tell, which items to be highlighted, which risks to be clarified and reducing, and which price points to be anchored.
This is the difference between people who are good at pricing discussions and those who have just begun discussion. Fortunately, this is something you can practice and be good at.
Below we will introduce several factors in the pricing calculation, and you can use this information to help you make initials and further pricing discussions.
Specialized helps you better pricing
If you consider the real world, there is no doubt that the establishment and operation cost of large department stores is higher than the local street corner stores. In the digital world of e -commerce, the type, product type, and even customer types are the same.
Different types of shops
Different types of stores have different costs. What is important is that you can distinguish them. As an expert, your customer wants you to ask the right questions, provide correct guidance, and understand the correct steps for creating an online store:
Digital store
- If you if you It is developing an online store focusing on pure numbers (such as selling digital images or songs), and you must consider how to protect digital files from theft. You need to ask if there will be restrictions (that is, the number of times that restricted files can be ed). But you don’t need to understand any information about transportation.
Content Protection Store - As more and more people build online learning solutions, some people want to use Woocommerce to build a member website or online course. Essence In this case, you have other things to consider -whether the payment can pay at one time or through subscriptions, whether people can still the content or have to experience it online, and whether two people can use the same login name/password combination at the same time at the same time in the same time in the same time in the same time. Two different places.
Shop that transports physical products - If the customer wants an online store that transports physical products, you may need to answer the delivery methods, applicable taxes, inventory and extension of delivery rules The problem. The answers to these questions will greatly affect the workload involved in the opening of the store.
Your client hopes that you will ask the right questions, provide correct guidance, and understand the correct steps for creating an online store.
According to the type of stores that customers want, you need to write different numbers of custom code. Or use a plug -in to provide many functions that customers want, but it will limit the overall experience.
Explain the trade -off between the price of custom code and user experience not only helps customers understand the details they choose, but also help you establish you as an expert and what they need to help.
Different types of products
When customers first mention the products they want online, you have the opportunity The slight difference. Sometimes, this is what you need to help you become the right candidate for the job.
A compliant product
- If your client wants to sell products with relevant regulations (HIPAA, SARBANES-Oxley, etc.), then understand what it involves involved The content is very important, so you will not underestimate the project. However, if you have understood this field, you can quickly establish professional knowledge and emphasize that you will effectively reduce the specific methods of known risks and anchor pricing.
Accessories Products - Each WoOOCOMMERCE project was regarded as another WooCommerce project developer missed the opportunity to show their professional knowledge and win better transactions and better customers’ opportunities Essence To sell a large number of accessories for each piece of products, not only different designs, but also the professional knowledge of additional sales, cross -sales and follow -up emails.
Luxury - Anyone who sells luxury goods knows that what you sell is different from simple products. You are selling stories and experiences and establishing contact with customers in different ways. This usually means larger photography budget, different product copies, and do not use ordinary WooCommerce product pages as the default designer.
When the customer first mentioned the product they wanted to sell online, you have the opportunity to show how much you know.
between small customers and corporate customers and corporate customers There are huge differences. As you can imagine, different types of customers have different internal costs, so it will affect your pricing.
Husband and wife shop
- The advantage of the small store is that you may communicate face to face with the decision makers. There are no members in this partIt is normal to meet with few meetings. But you may need to make time to educate.
- Medium -sized stores with internal IT
- Enterprise and enterprise
- Each store is different,
Professional is important
It is really helpful to have an internal technical personnel. But if they think your efforts are a threat, this may also be a challenge. Medium -sized stores may have been educated, which can speed up, but you may not deal with decision makers directly, which may slow down.
It is easy to fall into the trap of \”real gold and silver\” that are considered to have large e -commerce projects. But the budget is not equal to profit margins. Cooperation with enterprises usually means many meetings -and you cannot always pay for the meeting.
. Each of the freelancers or agencies of the project is different. If you look at each project and every store, you will lose to competitors who understand these differences and solve these differences when discussing the project requirements with customers.
It is necessary to perform well in any or two of these types of shops You need to work in several similar stores. The deeper your experience, the better you can predict and solve common challenges. This makes you not only become an expert, but also when you compare you with other bidders, you can also get better pricing. In other words, the customer may be different when talking about the scope of the Woocommerce project. Let’s see the scope factors that affect the pricing.
The scope factor that affects pricing
Design:
Some customers have the topic they have purchased. They just want any obvious problems that you want you to install and activate Woocommerce and solve their theme and plug -in compatibility. Other customers want a customized design of their products in an informal way, such as the luxury examples above. The differences between these two assumptions are huge -several hours and months of effort.
Custom function: Some customers hope Essence Others want to add some Woocommerce extensions, such as subscriptions or membership extensions from Prospress and Skyverge. Each setting in these extensions requires time and a lot of experience. And other customers wantThe function does not exist in any extension and may take several months of work. Data import and migration:
Some customers start from scratch. Others are migrating a five -year history of migration from different platforms that need a large number of custom migration scripts (eg, Magento). Others are the first to surf the Internet, but an offline system that often needs to send data to the store. The import of regular data is completely different from the one -time introduction, and both are much more jobs more than that of no data import.
Third -party integration:
Have you heard that the customer \”only needs\” a feature? They \”just\” need their new stores and the company’s large machine system integration in order to carry out inventory management that does not belong to the store itself. Or they \”just\” need to integrate their Woocommerce store with CRM or general account. These projects may be large projects in themselves, especially if they are not connected to online systems such as Woocommerce.
Marketing Automation: Some customers have internal personnel who have internal personnel engaged in marketing, exported electronic outlet electronics Mail and other work. However, others hope that this will become part of your work. It is important to ask questions in this regard, so you will not be surprised by additional analysis and integration work. Putting them together Now that we have already understood various factors affecting pricing, we still have a core question: How can we effectively pricing for the Woocommerce project?
The answer is that you are priced for the WOOCOMMERCE project by ensuring that you will not be engaged in complex work for free, and set your hourly rate (if you bill in this way) in this way) Matching the level with your experience.
This feels very general, so let us study an equation to help you get a approximate offer. Imagine that each of the above dynamics represents the \”weight\” factor of the project, and then each option has a multiplier related to it.
Of course, you can edit the factors at will to match your own experience.
Store type: Digital – 1.0
Content protection – 1.2
physical product – 1.5 [123
]
Product category:
- Standard- 1.0
- Captive-1.2
Luxury- 1.3
Compliance-1.5
- Customer type:
Mom and Popular Music-1.25
Middle W/IT- 1.0
] Enterprise- 3.0
Scope dynamic:
Design-1-3 (basic, custom homepage, custom everything)
Custom function-1.25 (each function) Data introduction-1.25-1.5 (one time, regular) Integrated- 1.25 (each integrated)
Marketing Automation – 1.25 (Each integration solution)
How to use these factors
After completing the initial telephone and meeting, what kind of stores you may involve the project, what kind of like, What kind of products, what kind of customers, and what scope are understood. On this basis, you can combine the above multiplication together to form a compound multiplication.
Digital store of mothers and pop music, there is no design or data migration, but integrated with MailchimP It looks like this -1 * 1 * 1.25 * 1.25 \u003d
1.56 The company’s physical product store, with design, migration, one custom function, two luxury goods sets: 1.5 * 1.3 * 3 * 3 * 1.25 * 1.25 * 1.25 * 1.25 \u003d 42.85
Seeing the difference in the composite multiplication may scare you. As I said before, you need to adjust the factors according to your experience. These numbers are based on my own professional knowledge and match a large number of e -commerce projects in 15 years.
This is just a multiplication. What do you multiply with it?
This is where you come in. Different freelancers have different experience and spend different time and energy on the implementation of the baseline.
If I ask you how long it takes to configure the Woocommerce settings and use it with the default payment gateway (such as PayPal or Stripe), and use a good theme (such as Storefront) with WooCommerce, you may give me a number.
This is your baseline work.
Maybe one day. Maybe it is a week.
If I ask you the development price of a day or a week, each of you will get different numbers according to your hours.
This is your benchmark fee.
Price \u003d benchmark cost* composite multiplication
This method is fast, very accurate, and can be the team in the team Different estimates provide consistent offer.
I hope it can help you pricen more effectively for the Woocommerce project in 2018. – Chris Lema has been committed to e -commerce websites since 1997. As a well -known blogger and public speaker, Chris is the vice president of product in Liquid Web. Last year, he had been preparing e -commerce custody solutions for Woocommerce, providing alternatives for hosting platforms such as Shopify and BigCommerce.
