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You’ve heard it all before I’m sure from prospects and customers…..’You are far more expensive than your competitors. Can you reduce your prices? The question is…. Should you cut your prices to compete? The market is tough with businesses cutting their marketing budgets left, right and centre, right? |
Well, cutting your prices should be the last thing you do! Justify your prices, don’t slash them.
It’s all about getting across the value of your products or services, over and above your competition, not just during the sales lead generation campaign, but also on an on-going basis. When being faced with any kind of competitive pitch, in order to show your best hand it’s crucial to find out what/who/which companies you’re up against. Once you’re armed with this information and better still, what the individual key service product/benefits strengths and weaknesses are, you can begin to highlight the areas which demonstrate the superiority of your service/product, ideally in the context of your target audiences’ needs/desires, in order to justify your price positioning. Remember, never bad mouth the competition, however, there’s nothing wrong with being proud of your offering and the value you bring to the table.
If your prospects, or customers, are asking you to reduce your prices, then you should start asking questions such as……
Suggestion Number 1
Prospect says….
’You are more expensive than your competition. Can you match their prices or beat them?’
You say….
‘If our prices were the same (as the company/ies you’re comparing us with), which company would you choose to work with?
Prospect says….
‘you’
You say….
‘I’m pleased to hear that. Can I ask why we are your preferred option?’ – Now let them talk because they are now selling your products/services for you.
Once they have finished… You say….
‘and is that not worth paying that little bit more for?’
Suggestion Number 2
Customer says….
‘You are more expensive than your competition. Can you reduce your prices?’
You say….
‘Which part of my product/service are you unhappy with?’
Customer says….
‘None’
You say….
‘Then why do you think I should reduce my costs?’
If you are interested in more tips like this, please follow us on Twitter, Facebook and keep an eye out for our blogs and white papers (soon to be introduced for download via the new www.salesaccelerant.co.uk website going live in January 2013).
About Us:
Sales Accelerant is a sales lead generation company, which was launched in 2009. We deliver sales lead generation, lead nurturing, sales consultancy and market research services and generate leads using a unique 3-channel, 3-stage approach. We use a combination of telemarketing, email marketing (with content) and LinkedIn to generate sales leads internationally for our UK customers. We also use website visitor tracking software, twitter, website download data capture information and other tools to maximise lead generation performance.
CALL US TODAY to move your sales to the next level on (0845) 3058145 or send an email with your contact details and requirements to info@salesaccelerant.co.uk
