What's the best answer to, "Your competitor quoted me a lower price?"
Answered by:
Mark Mehling (Mark@TakeControlMarketing.com)
Take Control Marketing
Hi Jeff, great question.
And no simple answer.
Just remember that YOU pick your customers. If you took a low offer now, you will never get it back up. Plus it shows you are desperate for business. And the low payers are usually the worst. Is that what you want for a business?
The problem you face is your business is viewed as a commodity. When prospects don't see a difference between you and your competitors, they choose on the difference they do see- price.
You should have a number of 'differentiating' scripts, practices, handouts, and systems that make your business different. And use them throughout the discussion.
If, after your excellent presentation, which shows the value of your services, someone asks for a discount, you must have a couple scripts ready, like:
"I'm not sure where I could reduce our service to lower the cost. You may get a lower estimate, but you won't get better service than our happy customers report- as you can see from the many testimonials..." (Of course this assumes you have testimonials and a handout.
OR
"Many of our customers have come from our competitors. Turns out low price wasn't the bargain they thought. We want you as a customer for life! And we do that with great service and price that's a great VALUE. But we aren't for everyone, some people don't care about the service or the results, they only care about the price..."
Hope that helps.
Mark
I thoroughly agree Mark. Sometimes giving a discount means selling yourself short. And sometimes it’s better to avoid the headaches “bargain hunters” can give you and instead focus on the people who see the value in your offerings. It’s OK to “walk away” from a potential client
That is by far the best response I have ever seen. The line of reasoning basically asks the customer how serious are you about the results you want. This was awesome.
"We want you as a customer for life! And we do that with great service and price that's a great VALUE." LOVE THIS! Since we service everything we sell and see most of our customers twice a year this is us. Your response is fabulous!