It never fails – build a great product and the parasites follow and try to ride your coat tails. But, they always do it on the cheap and try to compete on price. I know it’s a nuisance but the future doesn’t bode well for the cheap imitators. Sure, they may steal some business in the short-term but selling on cost is a sure way to go out of business, trust me. And, the buyers figure this out pretty quickly too.
Keep working and sell value not price. It’s a well documented fact that most buyers don’t buy on price even if that’s what they tell you. If you lose the deal, you probably didn’t do you job selling the value. If you have a great service and some cheap competitors you just have to work a little harder but you will still win business at a price that makes sense for all.
Leverage your clients, your testimonials to build credibility. Your clients are your best closers, use them.
Let’s win some business these last 2 weeks.
Brick
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