In the current business climate, price has become the ultimate differentiator. It sometimes feels like it’s the only thing that matters to our potential clients and customers. The global economy has impacted both product prices and services. Want a cheap knee replacement? Go to Asia. Ditto if you want your website updated or your book printed.
As women, we are conditioned to seek the best bargains for our families and to stretch the family budget almost to the breaking point. And yet, if we try to run our business only by giving the cheapest price, we will soon run into problems. Economically, we just can’t compete with Asia. Our housing costs alone prohibit that. And that’s before we get into the cost of making sure that our employees are adequately cared for in terms of safety and health.
Yet I see too many business women compete on price. It’s as if they have no other idea of the value of their product or service. They get into the price discussion too early and let it dictate the marketing and selling conversations.
Different economic times require that we pay more attention to our selling techniques. We need to refine them, and yes, work a little harder. But most of all, we need to work consistently and smartly to reach our business goals. Use these five strategies to bring you better selling conversations where price is no longer an issue.