It’s Easy to Avoid Conflict About Pricing—Just Lower Your Price
In an article from his sales blog, S. Anthony Iannorino makes a point I frequently refer to: Price is an expression of value. And that’s so very true. When you reduce your price and allow your offer to be commoditized, you cannot make claim to any differentiation from others in the market. The lowest price is the absence of value, and the low price leader in your space is not competing on value, just price.
Part of our mission at QCA is to not only activate the conversation about the importance of product safety and compliance, but also about the differentiating factor it is in the promotional products industry. As more end-users ask tougher questions about accountability, those suppliers that can unhesitatingly document their process separate themselves from the competition. For those selling value, not just price, the conflict should be viewed as an opportunity to demonstrate interest in doing what’s best for the customer in the long run even if it means engaging in a difficult conversation.
I would be remiss if I didn’t take the opportunity here to congratulate my colleague at QCA, Denise (Dee) Fenton, on being named to the board of the International Consumer Product Health and Safety Organization (ICPHSO). Dee has more than 30 years experience in manufacturing and import. This honor is reflective of all the hard work she has done in the promotional products industry, and presents her an opportunity to effect change both in the safety of consumer products in general, and on a global scale. This is indeed a big honor, and I am proud to have the opportunity to work with Dee every day.