Pricing issues

[briann]

We sell our services for more than the competition, but we have better consultants and offer more support services. Some people I speak to are interested in nothing more than price, what can I do to make them try us?

[PappaJohn]

There are those who consider price, and price alone. There is little to nothing you can do to change their minds.

Sure you could offer a promotional or introductory price, but, depending in part on your industry, that tends to be less than productive. I've served as a business consultant for many different types of businesses. In my experience, introductory pricing tends to work best (though not always satisfactorily) to those selling products or long-term subscriptions. More often than not, a service provider sees the new customer for the introductory service but they continue to shop for price thereafter. The service provider has lost money and not retained the client. Also, the customer who shops for price is, typically, not satisfied no matter what you give them.

IMO your best bet is to promote your company in the best light - be sure to highlight, in a professional way, what sets you apart from the competition - tell your potential customers why they want you. Then realize that everyone is not going to be your customer - go for quality of customer, not quantity.