La elevada inflación y las incertidumbres políticas han hecho que el escenario económico sea cada vez más difícil y han obligado a las empresas a actuar con una dosis extra de precaución. Aunque el objetivo final de todo gestor es hacer crecer el negocio, es necesario tener seguridad en cada paso.
Y esto a menudo significa invertir menos. Menos dinero circulando significa menos negocio, ¿verdad? ¡Encaminado!
Sólo hay que saber utilizar las estrategias adecuadas. Y hoy vamos a hablar de una de ellas, la venta a la baja.
El downsell es una técnica de venta muy utilizada que consiste básicamente en proponer una negociación sobre una base menor a la inicialmente prevista. Sin embargo, los que piensan que esto significa una reducción de los beneficios o una pérdida de ingresos se equivocan. Todo es cuestión de saber utilizar donwsell de forma eficiente.
Muchas veces, ofrecer descuentos o alternativas comerciales más económicas es una forma de fidelizar a los clientes o incluso de conquistar a otros nuevos.
Aunque, al final del lápiz, las cifras finales sean menores individualmente, en su contexto pueden significar el mismo volumen de negocio. Además, a medio y largo plazo, el donwsell de hoy puede dar lugar a acuerdos más ventajosos.
Sin embargo, para que esto ocurra, debe aplicarse conscientemente. Como mostraremos a continuación, contar con equipos bien formados, conocer el mercado, saber escuchar al cliente e, igualmente importante, identificar el momento adecuado para proponer el donwsell, es lo que hace que la técnica dé buenos resultados.
¡Siga con nosotros!
¿Qué es el downselling?
El downsell, también llamado downselling, es una estrategia de venta que consiste en ofrecer al cliente una solución cuyo valor de venta es inferior al que había expresado al principio de la negociación.
La idea no es simplemente vender el mismo producto o servicio a un precio más bajo; el objetivo es mantener al cliente, aunque la consecuencia directa para la empresa sea un ticket medio más bajo.
Un ejemplo muy común es el de los operadores de televisión por cable. Ya sea por la popularización de los servicios de streaming, por la crisis económica o por los cambios en los hábitos de consumo, en los últimos años este sector ha experimentado un fuerte descenso en su base de clientes. ¿Y cómo hacer para detener esto?
Una forma que ha sido bastante habitual es ofrecer paquetes de servicios acordes con la nueva realidad. Si un cliente llama al operador expresando su interés en cancelar la suscripción por razones de economía, es muy común que la compañía ofrezca un paquete más barato, o un descuento por un periodo de tiempo.
Aunque esto puede suponer una disminución de los beneficios para el operador de televisión por cable, la permanencia de ese cliente generará al menos «algún» beneficio. Y por pequeña que sea, siempre es mejor que no tener ninguna venta.
Muchas veces, es posible que la venta a la baja no genere ninguna ventaja financiera para la empresa en este caso, el precio de venta acaba siendo el precio de coste. Pero este empate momentáneo puede significar la fidelización de los clientes, y los beneficios pueden reanudarse más tarde, cuando las condiciones sean más favorables.
Diferencias entre la venta descendente, la venta cruzada y la venta ascendente
Como hemos visto, la venta a la baja es una estrategia de venta que tiene como objetivo mantener a un cliente, aunque sea con una rentabilidad económica inferior a la que ofrecía anteriormente.
Sin embargo, la estrategia también se aplica a los nuevos clientes o socios comerciales.
Imagina, por ejemplo, que tu equipo de marketing ha identificado un nuevo cliente potencial y tus profesionales de preventa han iniciado un acercamiento. Ese cliente potencial mostró interés y comenzó a negociar una compra. Pero, en el último momento, presentó algunas objeciones y decidió renunciar al acuerdo.
Una forma de intentar asegurar la venta es la venta a la baja. Incluso si el ticket medio es más bajo, una vez más la venta puede estar garantizada y tendrá un nuevo cliente.
Esta estrategia es exactamente lo contrario de las otras dos estrategias que ya hemos discutido aquí en Protagnst: la venta al alza y la venta cruzada.
¿Qué le parece contar con los servicios de una consultora especializada en ventas B2B? ¡Protagnst sobresale en esto! Póngase en contacto con nosotros y sepa cómo podemos ayudarle.
Venta al alza
También llamada up selling, esta estrategia pretende ampliar una venta inicial, haciéndola más interesante.
Se trata básicamente de aprovechar el deseo de compra del cliente para que el producto o servicio le resulte aún más ventajoso. Es importante destacar que, en el up selling, el beneficio es mutuo. Al hacer up selling, tanto el comprador como el vendedor tienen una ventaja.
Este método consiste básicamente en ofrecer una mayor cantidad del producto, pero a un precio proporcional más bajo. De este modo, se incrementa el valor de la venta.
Aunque es totalmente factible -e interesante de aplicar- en los negocios entre empresas, esta estrategia es muy común en el día a día entre empresas y consumidores finales. Podemos encontrar buenos ejemplos de ello cada vez que vamos al supermercado.
Sólo hay que mirar las estanterías de los productos que se ofrecen en diferentes tamaños.
¿Quién no ha pensado alguna vez algo así como «el precio de dos botellas de este refresco de 600 ml es mayor que el precio del mismo refresco en una botella de dos litros»?
O, ¿alguna vez has optado por comprar un saco de arroz de cinco kilos en lugar de uno de dos porque al final era más barato?
Date cuenta de que, al final, has gastado más, pero has tenido una ventaja en términos proporcionales. El supermercado perdió en términos proporcionales, pero obtuvo un ticket medio más alto.
Lea también cómo ganar más clientes con la técnica de los juegos de rol.
Venta cruzada
La venta cruzada es otra estrategia de venta que aporta beneficios a ambos extremos del negocio, pero aquí se basa en una negociación cruzada.
La intención de este modelo de negocio es mejorar la experiencia del cliente -y el ticket medio- ofreciendo productos complementarios.
Una vez más, la ganancia es en términos proporcionales: si los productos o servicios se compran por separado, el cliente tendrá un coste mayor que si se compran juntos.
Un sector que utiliza mucho la venta cruzada es el de los viajes. Intente acceder a ese sitio que investiga y vende billetes de avión. Elija un destino y vea el precio del billete. A continuación, busque hoteles y tarifas.
Lo más probable es que si opta por comprar todo el paquete (billete de avión + hotel) de una sola vez, le salga más barato que si lo compra por separado, a menos, claro está que encuentre alguna promoción individual.
En el ejemplo del sitio web de viajes, el cliente ahorrará dinero si tenemos en cuenta los valores individuales de los servicios que necesita. La empresa ganará más de lo que ganaría si la compra inicial fuera sólo del billete de avión.
En este artículo encontrará otros ejemplos de cómo realizar ventas cruzadas y ventas adicionales, y cómo aplicarlas en su estrategia comercial.
Ventajas del downsell
Aunque a primera vista la venta a la baja puede parecer una estrategia que representa una pérdida de recursos, en la práctica es exactamente lo contrario. Esto, por supuesto, si lo aplicamos bien.
Aunque al final el ticket medio de la venta que contó con un downsell sea menor, el simple hecho de haber realizado la operación ya supone un aumento de ingresos para su empresa. Y tenga siempre presente que una venta a la baja es mejor que no vender.
También hay otras ventajas.
Las ventas con un ticket medio más bajo pueden representar un mayor alcance de clientes. Puede que su empresa esté acostumbrada a tratar con grandes volúmenes, pero esto suele ser inaccesible para las empresas más pequeñas.
Con la venta a la baja, puedes ganar con nuevas asociaciones. En última instancia, será el aumento de su base de clientes lo que le asegurará mantener los ingresos a los que estaba acostumbrado.
Además, siempre insistimos en la importancia de fidelizar a los clientes, y esa es otra de las ventajas del downselling. Tal vez ese antiguo cliente suyo, o incluso un nuevo socio comercial, no esté pasando por un buen momento financiero y necesite replantearse su capacidad de inversión.
Si se dedica a la venta consultiva, entiende esto y ofrece oportunidades de venta a la baja, se convertirá en el socio que necesitan para volver a crecer y, más adelante, ampliar sus acuerdos con usted.
Utilizar el Downsell de forma eficaz
Ahora que sabes lo que es la venta a la baja, y que has visto cómo esta estrategia aporta más beneficios que pérdidas, vamos a mostrarte cómo utilizarla eficazmente.
Los consejos que presentaremos no son muy diferentes de los que ya puede observar en los buenos entornos de venta. La cuestión es que, básicamente, hay que desarrollar aún más el sentido de la empatía.
Las empresas que ralentizan el ritmo de su actividad generalmente lo hacen porque necesitan replantearse sus costes. Y esto se ha acentuado especialmente en los últimos años, cuando Brasil vivió su mayor recesión económica en décadas, y el mundo entero necesitó reducir su ritmo debido a la pandemia.
Trabajar con la venta consultiva, saber escuchar, tener en cuenta que cada cliente es único e intentar avanzar con una negociación hasta que realmente resulte inviable son pasos fundamentales para trabajar la venta a la baja de forma efectiva.
Siga a continuación.
El cliente en el centro de la estrategia
Este punto es muy importante, y no debe considerarse sólo un cliché o un discurso de vendedor. La venta sólo se producirá si el cliente está dispuesto a comprar. Por lo tanto, tiene que ser el centro de su estrategia.
Un cliente potencial que ha hecho toda una negociación previa que, en entornos comerciales entre empresas, ya es extensa pero que al final desiste de comprar tiene un motivo.
De antemano, ya sabemos que no es una falta total de recursos para la inversión. Al fin y al cabo, si ese cliente potencial o incluso esa empresa que ya tiene acuerdos con usted ha estado dispuesta a avanzar en una negociación, significa que hay margen para invertir. Por lo tanto, el problema radica en la solución que ofrece, que no parece ser la mejor para él todavía.
Para solucionarlo, escucha. Averigüe por qué surgió esa objeción en la venta. Puede que la propuesta que presentaste y que despertó interés al principio ya no sea tan ventajosa como el cliente había imaginado.
No olvides que donwsell es proponerse tener unos ingresos menores ahora para, quién sabe, poder ampliar tu negocio en el futuro.
Fidelizar a los clientes, especialmente en las ventas B2B, tiende a ser mucho más fácil que ganar nuevos. Así que si has estado muy cerca de cerrar una venta y no se ha producido, lo único que tienes que hacer es recuperar su confianza.
En resumen, haz una nueva oferta, una que se ajuste a tu presupuesto.
¿Necesita ayuda para aumentar la captación de clientes B2B cualificados? Rellene este formulario y vea cómo puede ayudarle Protagnst.
Ofrecer productos o servicios que resuelvan el problema
Como decíamos al principio, donwselling no significa simplemente hacer un descuento, sino proponer un trato con un coste final menor. Al fin y al cabo, la idea es tener un ticket medio más bajo, no una pérdida.
Por ejemplo, si trabajas en el negocio de los muebles y estás negociando con un nuevo cliente la venta de una gran cantidad de piezas para dormitorios, una forma de hacer downselling es ofrecer productos de otra línea. Este producto tiene un menor coste de producción para usted, un menor coste de adquisición para su cliente y una mayor probabilidad de venta.
En otras palabras, es mucho más fácil vender cuando se tiene una cartera de productos o servicios que ofrecer, no sólo uno o unos pocos.
Cuando la mezcla de productos se reduce, no hay mucho margen para negociar. Al fin y al cabo, hay que tener en cuenta el coste de producción.
Tomemos el caso de una pizzería. Suelen ofrecer una gama de sabores, algunos con precios mucho más bajos que otros, y otros con valores iguales. Pero es obvio que el coste de producción de uno es siempre diferente al de otro, porque los ingredientes son diferentes y, por tanto, más caros o más baratos.
El beneficio de la pizzería proviene de la diversificación. Vende pizzas más baratas para llegar a ese cliente que tiene poco dinero, pero que, si le gusta la pizzería y el servicio recibido, podría querer comprar una pizza más cara la próxima vez.
Puedes pensar en donwsell de esta manera. Puede que ese cliente tuyo no pueda comprar tu producto de gama alta esta vez (la pizza premium), pero si tienes otros productos que le satisfacen de alguna manera (la pizza básica), estás presentando una solución satisfactoria al problema.
Mantenga a su equipo bien formado
Un equipo de ventas bien preparado es la clave para que las estrategias de venta a la baja funcionen. Y eso significa que nadie puede ser cogido por sorpresa.
La mejor manera de sortear las objeciones de venta es anticiparse lo más posible a lo que pueden ser. Por ello, nunca acuda a una negociación con una sola propuesta comercial. Considere qué puntos pueden no gustarle y tenga soluciones para presentar.
Para ello, debe conocer muy bien su empresa:
- ¿Qué productos o servicios similares puede convertir en una alternativa?
- ¿Qué margen tiene para ofrecer descuentos?
- ¿Cuánto más pequeño puede ser el pedido final de lo previsto para seguir siendo viable?
Además, el equipo debe estar bien preparado desde el punto de vista de la comunicación. ¿Cuáles son las prácticas más aceptadas o las que mejor funcionan actualmente?
Hacer un estudio de mercado y observar cómo actúa la competencia para seguir siendo competitivo también forma parte de una buena estrategia de donwsell.
Recuerde que la necesidad de ofrecer una venta a un coste final inferior existe porque hay un competidor que puede satisfacer esa necesidad del cliente.
Preste atención a los tiempos
Prestar atención a los tiempos es esencial en cualquier venta.
Seguro que ya conoce el embudo de ventas y el recorrido de compra del cliente. Sabe que hay una serie de pasos que hay que completar y que cada uno de ellos ocurre en su propio tiempo. Querer precipitarse es un paso peligroso, que puede significar el fracaso de una negociación.
Por ejemplo, las empresas que cuentan con los servicios de una persona de preventa (SDR) eligen contar con este profesional porque saben que las ventas serán mucho más eficientes si el vendedor se dedica exclusivamente a ello.
Pero, para ello, es necesario que el SDR sepa identificar el momento adecuado para derivar al cliente potencial al vendedor.
Lo mismo ocurre con la venta a la baja. No puede presentarse como una opción sólo cuando la cuerda está a punto de reventar para el prospecto. No debe considerar la venta a la baja como una última carta, sino como un comodín que tiene en la mano.
El momento correcto para ofrecer la venta a la baja es cuando ese potencial comprador demuestra que no está dispuesto a avanzar en una negociación con las bases de precio que se han presentado.
Contratar una empresa especializada en ventas B2B
¿Tiene una empresa y quiere aumentar sus ingresos negociando con otras empresas? Protagnst es una consultora que trabaja únicamente con ventas B2B y está especializada en la generación de leads, la captación de clientes y el aumento de las ventas en este tipo de negocios.
Rellene el siguiente formulario para que juntos podamos crear la mejor estrategia para su negocio
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