Secret for any small business to make price a non-sticking point
The secret for any small business to make price a non-sticking point is to offer your service with some remarkable and desirable element that is wanted and valued by ideal clients.
Until you can offer a solid reason for why a prospect should buy from or hire you over the competition, you’ll compete on price.
This is why solution selling and responding to RFPs isn’t for everyone, because in general, they make every #business look the same and make price the primary issue.
What I advise small businesses to do is start with a diagnosis before prescription. That means start talking to your clients searching for the real problem you solve and that remarkable or desirable element of your service delivery that can’t be compared.
For example, one industry that we typically work with is home service contractors that attract a specific type of homeowner. After interviewing hundreds of homeowners across various contractor firms we spotted the following insights that take price out of the equation:
- A tree service contractor that never damages your yard and always cleans up when they’re done.
- A plumbing contractor that shows up on time and communicates at every step.
- An electrical contractor that treats your property like their own.
