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.
LABOV Marketing Communications and Training