Create Small Business Success - Quality Service Pros Blog

Create Small Business Success

Quality Service Pros Blog

Small Business Tip – Better deal or better price?

Posted by Jason On September 16th

How many times have you heard a prospect utter those dreaded words “Can you give me a better deal? The other quote I had was cheaper”. Or how about the “What’s your lowest price?” line, that always puts a smile on my face! Or not!

Don't be the low price guy!

In the last few years I guarantee you’ve heard it more times than you care to count or remember. Am I right? Now a day’s everyone is trying to save a buck and cut corners, understandably so, but this can’t be good for everyone’s business.

So, if you’re like me, and don’t want to discount on your pricing. It’s important that you show value to the customer so they can easily understand that just by hiring you they are getting a much better “deal” rather than a “cheaper price”. If you’re licensed, insured and have the track record that proves you can do the job right the first time around then let them know it and don’t be afraid to show off your credentials or samples of your work. We all know the “cheaper” quote is more likely to cost twice as much in the end because we all get what we pay for and sometimes that can amount to a hefty price the second time around.

Here are a few small business tips you may want to have handy for this situation; a value comparison chart – with the documents to back it up, listing some of the following facts.

  • How long you have been in business
  • How many locations you have to better serve them
  • The high limits of insurance you have to protect them
  • If you are open on weekends and after hours for their convenience
  • Years of combined service of the employees who will be performing the work
  • Testimonials (if you have one from someone in the same neighborhood, bring a copy and read it to the customer this works great TRUST ME! )
  • Have a copy of any certifications or accreditations you may have
  • Be prepared, be professional and always smile

Be ready for this price objection, it’s normal. Don’t take it personal, be patient, stay positive and remain calm. Trust in your product or service and understand that money may be tight and some people just like to catch a “deal”. Use these tips and you’ll get results! It’s amazing how just by having all this information at hand how quickly a customer can see that you are the better deal and not just the better price.

One last tip – if you feel you may still not be able to close based on the information you have given, try to add on a service, this is a great way to add value without confronting that nasty price objection.

I hope this was helpful, and as always let me know how it works when you try it.

2 Responses

  1. Candi HIlton Says:

    Good article Jason! Keep up the good work!
    Candi

    Posted on September 17th, 2010 at 9:09 am

  2. Jason Says:

    Candi,

    Thank you so much for the kind words!

    Posted on September 30th, 2010 at 11:05 am