¿Cómo ponerle precio a tus servicios? ¿Cuánto debo cobrar?
Este es un tema que muchos me han preguntado y solicitado.
Además de querer compartirte acerca de cómo financieramente debes ponerle precios a tus servicios o productos, he incluido algunas acciones que puedes hacer para acompañar tus números, para que integralmente puedas lograr tus objetivos financieros.
Las 3 cosas que debes tomar en cuenta a la hora de saber ¿Cuánto debes cobrar?
1. Tus costos + tu ganancia.
Cuidadosamente debes calcular cuales son los costos que conlleva la producción o elaboración de ese producto o servicio.
Primero siempre recomiendo que hagas una lista de todos los productos y/o servicios que ofreces actualmente, esto te servirá como un check list para no dejar por fuera.
Luego que haces esa lista, el segundo paso sería, hacer una lista de costos a los que incurres para producir cada uno de esos productos o servicios, que incluye, que precio tiene o sea cuanto te cuesta.
Déjame explicarte en un ejemplo hipotético:
Digamos que una persona que se dedique a la repostería. Uno de sus productos es flan de queso casero, su lista de ingredientes es:
Puedes descargarte una guía gratis para hacer este paso, en uno de mis Blogs anteriores, haciendo click AQUÍ.
Analicemos el ejemplo, como vez en el total de insumos se gastaron $18.20 esto creo que cae de su peso, analiza cuáles son tus costos.
Luego viene la Mano de Obra, en este caso si fueses tu la persona que hace el flan de queso casero automáticamente te estás ganando $10.00 por hacerlo, ¡libres de culpa! son para ti por tu tiempo y conocimiento invertido haciendo el producto.
Posteriormente entramos a la parte de la ganancia, he explicado en otros Blogs que la ganancia de un negocio para que sea rentable y estable debe ser mínimo de un 30%, si no es así no está valiendo la pena todo el esfuerzo que estás haciendo, y deberías hacer un alto para analizar nuevamente tu plan de negocio.
Esa ganancia servirá para cubrir los costos fijos del negocio tales como:
- Local
- Agua
- Electricidad
- Internet
- Desgaste de equipos
- Salarios asistentes o colaboradores
- ¡Tu salario! Importante pagarte a ti mismo.
- Ahorros
- Ahorro para impuestos
- Etc….
2. Analiza tu competencia.
Analiza el mercado en el cual está tu producto o servicio, investiga cuánto cobra tu competencia que es lo que ofrecen a cambio por ese precio. Aquí la idea es que tengas una guía para posicionarte bien y no perjudicar el mercado en el que te encuentras.
Puedes descargar gratis una guía para ayudarte analizar tu competencia completando el siguiente formulario:
Si aún no has definido bien que incluyes en tus servicios, es un buen momento para hacerlo. O cambiar o mejorar tu propuesta actual de servicios o productos.
Si lo que ofreces son servicios, te recomiendo para darle una mayor flexibilidad a tu cliente que armes tres paquetes de opciones que sean parecidos entre sí, pero con diferencias en lo que cada uno incluye. Apuntando hacer más atractivo para comprar el del medio.
Si lo que ofreces son productos, una opción podría ser poner a prueba realizando algunas estrategias como:
- Realizar ventas cruzadas.
- Productos recomendados.
- Venta agregada.
- Mejorando técnicas de venta.
- Mejorando servicio al cliente.
- Descuentos especiales y por un tiempo limitado.
3. Valor que perciben los clientes.
Consiste en el valor que percibe el mercado o tus clientes del servicio o producto que vendes y que están dispuestos a pagar por los mismos.
Aquí, debes estar seguro de lo que valen tus servicios o productos, que realmente el precio vaya acorde con la calidad de los que ofreces.
¡Recuerda tener presente que los negocios son para generar dinero y generar ganancias!
¿Qué pasa si no quieren pagar mis precios?
Algo es caro, cuando no vale lo que cuesta.
- Debes estar claro con los costos que incurres para cada uno de tus servicios o productos.
- Que mejor vendedor que tú mismo, debes poder explicar claramente y presentar porqué tu trabajo vale lo que vale.
- Un cliente que no puede pagar por tus servicios, simplemente no es tu cliente ideal.
- No te estreses, en algunos casos, meramente el cliente potencial no quiere lo necesario para lograr su objetivo.
¡Es tu turno!
Espero que pongas en práctica estos consejos, me gustaría saber que te parecieron y si es algo que te gustaría aplicar.
Gracias por estar aquí,
21 comentarios en “3 elementos para saber qué precios ponerle a tus servicios”
I do not know if it’s just me or if perhaps everyone else experiencing problems with your blog. It appears as if some of the text in your content are running off the screen. Can someone else please comment and let me know if this is happening to them too? This might be a problem with my internet browser because I’ve had this happen previously. Kudos
Hi Kathey, thank you so much for your comment and for reading my Blog. I haven´t received any other notice about this issue. Maybe is the internet browser you are using, this had happen to me to.
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