- “I just lost a long time client to a competitor over a small difference in price…”
- “So far this week, I have lost 5 jobs to one particular item… the set up charge.”
- “A problem with a bulk email has lost me two customers.” What can I do about this?
If we lose clients over a small difference in price, it means we haven’t effectively conveyed the value we provide over our competitors.
If we lose clients over something like a set up charge, it means we haven’t solidified the relationship enough to justify the additional expense.
If someone dumps us because of a botched email, it means our relationship was not nearly firm enough to begin with.
So Rather than Addressing Symptoms by Attempting to “Match the Price” or “Eat the Set-up Charge” Why Not Attack the Root of the Problem?
- “How can I improve this relationship to the point where I won’t get the heave-ho over a small difference in price?”
- “What do I have to do to make the value that I bring to a client more than justify any necessary set-up charges?”
- “What level of familiarity and rapport do I need to reach with my client to ensure that small issues can no longer derail the entire relationship?”
Post from David Blaise from Top Secrets of Promotional Products Salesin the USA
Visit David’s website here for more information : www.topsecretswebsite.com