Ask them to give you a try and offer a satisfaction guarantee. You may have to forfeit a couple of deals but make sure that you get your product or service well honed in order to deliver what you say you will.... that is the key.

We do not compete on price but compete on value. We are transparent and consistent with pricing which builds trust and creates repeat customers. Seldom do we lose a customer due to price. Most of our customers are repeats. Our service is exceptional and we provide our clients added value. That is, we are a resource for our customers. They call us for help with human resources issues, salary and benefit questions, job market trends, etc.

Lowest price often equates to low service and expertise and can reflect desperation. That is, unless "lowest price" is your business strategy...then that is another situation altogether. That can work but a very different model. Don't try to be both as it confuses the customer.