After years of working with companies across the global seed industry, one lesson rises above the rest: You must know the difference between your core offers and your complementary offers.
And here’s the kicker — your core offer is sacred. Treat it like holy ground. It defines your business, your expertise, your reputation. It’s the foundation your value is built on.
So don’t discount it. Don’t tweak it to please. Don’t throw it in as a freebie. Don’t dress it up as a “limited time offer.”
Because when you compromise your core, you send a loud and clear message: You don’t believe in your own value. And that, my friends, is a problem.
I see it all the time — smart, capable companies giving away their most valuable services just to close a deal. Why? Because they freeze when they hear the usual objections:
“That’s too expensive.”
“We don’t have the budget right now.”
Here’s the truth:
- When sellers run out of words, they reach for discounts.
- When buyers want a polite out, they say “no budget.”
That’s the trap. And the only way out is clarity. If your team isn’t 100% clear on what’s core and what’s complementary, they’ll reach for that discount button the second things get tough.
So, what can you do? Flip the script.
Stop discounting. Start adding value.
This is where complementary offers come in. They’re your playground — the tools you can customize, tweak, and stack to build perceived value without touching the crown jewels.
Think quick wins, smaller services, thoughtful bonuses — ways to prove your worth while protecting your core.
Every business should live by a clear scoreboard:
- Core Offers: Sacred. Non-negotiable. Unshakable.
- Complementary Offers: Flexible. Creative. Built to impress.
Here’s the truth most sellers miss: People don’t buy on price. They buy on value. If you’re stuck defending price, you’re on your heels. If you’re leading with value, you’re in control.
This mindset isn’t just about surviving — it’s how you thrive.
Get clear on what you stand for. Guard it fiercely. Get creative in how you add value. Make it unforgettable.
And if a prospect walks because you won’t discount your core? Smile. Wish them well. And let them know you’re here when they’re ready to invest in real value.
Because your reputation is worth more than a quick win — and your future depends on it.
