I’ve come to understand the
importance in selling value. Selling your value often takes more thought and
time than just figuring out how many hours it will take to perform a task,
putting together an estimate and selling a price to a customer. But if it’s
price alone that you’re selling, chances are there’s someone else out there who
can do it for cheaper.
And if a customer is only concerned
with the lowest price, chances are they’re not going to be the kind of person
you want to do business with. If the lowest price is all they’re after,
what’s to prevent them from going with the company down the road if they’re a
few dollars cheaper?
Investing your time in selling
value to people who see beyond the dollar signs is well worth it. It’s more
inspiring to work with those who see your value.
Barry LaBov
LABOV Marketing Communications
and Training
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