Limit the options available to potential customers

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You don’t want your sales reps wasting their time chasing leads that aren’t qualified and aren’t likely to convert.

Analysis paralysis is a real thing. If you give a prospect too many options, they will give up on making a decision.

Four colorful lollipops resembling citrus fruit slices on a pink background.
If you have multiple variations of your product or service offering, narrow them down to more manageable options.

The best example of the psychology behind multiple choices is the famous jam jar case study by a professor at Columbia Business School.

When customers were offered 24 different jam options, more indonesia whatsapp number database people stopped by, but the actual sales were only 3 percent. In contrast, when the number of options was reduced to 6, fewer people stopped by, but the conversion rate was 40 percent.

When drafting a sales proposal for a potential client, it is always better to limit the number of options you present to facilitate decision making and avoid the paradox of choice. If your proposal consists of two or more similar proposals, combine them into one.

Gather your options before bidding and make sure potential customers aren't overwhelmed with options.