Discount – a competitive edge?

What happened when we don’t build a solid relationship with a client, based on them understanding the full value of our services? we open the gate for the most frustrating war of all:
The Price war.

When selling services, whether you’re in the restaurant business, a plumber, or a lawyer, people feel they can negotiate the price, if they believe you’re selling a commodity. If your customers believe the only difference between you and your competitors is the price, you’re in deep trouble.

Did you ever experienced this?

If this sounds [painfully] familiar, think of ways to:

1. Differentiate yourself

Come up with something only you do, or better than anyone else in your industry/market, and mention it in every opportunity. Think of FEDEX‘s promise: Overnight delivery, Guaranteed! Fedex have changed the postal market forever!

2. Remove price from the equation, by developing strong relationship with the client.

You don’t shop your friends around. If you make your customers your friends, they won’t shop around, and will recommend you to others, which won’t shop around as well – after all, why look around for a better price, when you’re guaranteed a satisfactory outcome?

Go on – Be REMARKABLE!

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