Stuck On Price

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One of the main reasons you never want to be stuck selling price, or be considered the price company, is that "price" never makes you indispensable to your clients. "Price" only makes you highly replaceable.

When you sell price, you are communicating to the customer the fact that your price is the single, biggest reason or benefit to buy from you. But, in a previous newsletter, I note that price is also the easiest thing for competition to duplicate.

So what happens when, inevitably, a competitor comes along with a lower price? You have, in effect, just told your client there is now no reason to buy from you.

Let’s face it, knowing that you are only surviving on price, there are competitors out there who will lose money on their product, on a temporary basis, just to grab your customers away.

By setting yourself up as a resource for your customers, who makes it easy for people to buy, while constantly providing solutions, you make it hard for customers to walk away from you.

Let’s face it, what do you think is easier to replace: A company who will cut their price, or, a company who will be your resource, provide solutions and make it easy to buy?