Friday, May 15, 2009/
Giving away the margin and undercutting your prices because you can’t say ‘NO’ is not good for anyone. It devalues you, your product, and your market. If done on mass then customers expect ‘cheap’ all the time, not fully appreciating the real value of the products or services they buy. All you do is risk devaluing you and your business.
Let’s face it; there will always be someone offering their products or services cheaper than you. But are they offering exactly the same as you? Make sure you know how you compare to the competition. It’s worth it – are you comparing apples with apples?
If your customer is saying “I can get the same thing much cheaper down the road” don’t just accept this as truth. Too many sales people accept these statements at face value not bothering to check if it is true or not. And some customers try this tactic to see if you will cave in or not so they can get something at your expense. I wrote about this in ‘learn to say NO’.