If, like me, you tend to be involved in markets where you are never the cheapest (not even close to it in most cases myself) then you’ll have had that comedy moment.
The one where you tell your prospect the price and they show you what was taught on their Purchaser training course, all those years ago. The over-hammed sharp intake of breath, accompanied by a slamming down of their pen onto the desk and a ‘dismayed’ and ‘disbelieving’, “how muuuch??!”
The price is the price. And there’s a reason for it.
I hate it when a salesperson buckles under this pressure. Whether it’s fake or genuine from the buyer, your first reaction must always be to defend your price. Not shuffle in the direction of giving the shop away, dropping your price through the floor.
I realised just how many different ways there are of making this point sliding through instagram.
I came across a cheeky little hashtag offering up a baker’s dozen different ways of standing your ground. Of letting the prospect reflect on where you are at. Of turning their cost tantrum into a proper business case discussion. #yougetwhatyoupayfor ;
Great work ain’t cheap, cheap work ain’t great
If you think it’s expensive to hire a professional, wait until you hire an amateur
The bitterness of poor quality remains long after the sweetness of low price is forgotten
I Am Expensive
My products are for sale, not on sale
Quality in, quality out
Oh you found someone cheaper. Good luck with that.
Charge what you’re worth – and don’t apologise for it
If you don’t understand the price of something, it’s probably not meant for you
I’m sorry you choose to buy based on price and not ingredients
There is always someone willing to do it cheaper
You get what you pay for – you don’t get what you don’t pay for
If you think good service is expensive, you should look at the cost of bad service
There are crackers here. Reminds me of early phrases in this regard I ever got exposed to. The most well-known probably being the classic;
Quality Service Price – Choose Any Two
Then the famously dismissive cheek of the quip;
Would you really pick the cheapest brain surgeon?
And finally, the lament of the once bitten;
If you buy on price, prepare to pay twice
Take the one best for the mood. And don’t be afraid to use.